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David & Marhnelle Hibbard of SOAR Selling: Sell Like a Pro On Episode #1

Posted by Wes Schaeffer | May 27

About Today's Guests on The Sales Podcast

In this episode I interview "SOAR Selling" authors and sales training experts, David and Marhnelle Hibbard, owners of Dialexis.

Get a copy of their book, SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision MakersSoar-Selling-on-the-sales-podcast.png

  • S.O.A.R. stands for Surge of Accelerating Revenue
  • Commercial real estate background from Southern California
  • Most books taught them what to do when they were in front of a qualified prospect but there was little information on how to find those qualified prospects
  • The prospecting formula BTN + L = By The Numbers Plus Luck, i.e. "it's a numbers game and it's brutal and they sought out a way to solve that and they did."
  • Sales people don't get great sales training, they get product training
  • Learn the art of making contact
  • Your mindset is a big component that creates the intention to do the ugly or the hard work
    • Don't try to do what you're supposed to be doing
  • Originally created this methodology for cold calling
  • The SOAR Selling methodology helps you reach decision makers more strategically and efficiently
  • In their live sessions making real prospecting calls, the failures always begin with "Well, I'll see what happens and I'll try to get them on the phone."
  • Your mindset helps determine your success in your prospecting efforts
  • Whoever says Cold Calling Is Dead is right because he's not good at it
  • You need smart mechanics and the right mechanics to succeed at prospecting
  • You need to listen for keywords in your prospecting efforts
    • "I don't believe Bill is in. Would you like to leave a message?" 
    • Average salespeople are shunted to the voicemail of Bill when in reality he is probably in.
    • "I'm pretty sure he has left for lunch. Would you like to leave a message?"
    • Don't fall for that "pretty sure" line.
    • Stand your ground when prospecting. Hear what is really being said.
    • "I'm sorry. Bill is not available." "What does that mean? Is he in a meeting? Is he travelling?"
Secure Your Seat in the
  • Be responsible for the results you want to create
  • You can earn what you want to earn in the profession of sales
  • Have good techniques and be conscientious
  • Salespeople don't feel worthy—they have a low self esteem—so they don't persist in their prospecting efforts
  • Many salespeople are tongue-tied when they actually get the boss on the phone
  • You need to know what is going on with the prospect and their business so you can have an intelligent conversation with them
  • If you are a professional salesperson seeking to serve the prospect and you know your value you will stand your ground and reach the key decision makers you need to make the sale
  • Understand how to change your selling style to match how your prospects buy
  • How DISCs answer the phone
    • D: "Ah, Wes Schaeffer!" (To the point.)
    • I:  "Hi, This is Wes. How are you?" (Happy.)
    • S:  "Hi. This is Wes. How may I help you?" (Slow)
    • C: "This is Mr Schaeffer. Who is calling?" (Cautious)
  • How to handle "SMS...i.e. Send Me Something"
    • Ask the prospect "What do you mean when you say that?" Qualify the prospect's needs, wants, desires, and interest in what you're offering
    • "Mr. Prospect, I'd be happy to send you some more information. I have a lot of information at my fingertips. Would you mind if I ask you a few questions to narrow down exactly what you're looking for so I can send just that?"
    • #6 in the book page 137 can get you a positive response if you're selling in a local market 50%-75% of the time if you do it right
  • What makes a great salesperson?
    • Solid mechanics
    • Deep product knowledge
    • A serving mentality / attitude
    • Driven by a personal vision in their lives that pushes them to perform
    • Most corporations only teach product knowledge
    • Experience doesn't equal competency
  • Take responsibilty for your outcome
  • Strive for continuous improvement

If you liked this episode, be sure to give a shoutout to SOAR Selling on Twitter.

Tools To Thrive

  • Make Your Marketing Magnetic: This is where it all began for me. You can attract qualified, eager buyers like clockwork when you master the concepts in this valuable program.

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Now go sell something.

Topics: David Hibbard, SOAR Selling, Sales Training Books, Podcast, Marhnelle Hibbard, Professional Sales Training

Written by Wes Schaeffer

The Crash Test Dummy for discovering proven, transferable, reliable tools for creating inbound sales.