getting appointments
How to Reach Decision Makers SELLING POWER EDITORS
Would you like to make contact with a decision maker or high influencer 90 percent of the time on every net dial? Who wouldn’t – but how? To gain access to the C-suite, many companies train reps to pound the pavement, network, use social media, then smile and dial – hoping for the best. Essentially, each sales rep has a list of companies within their territory or verti- cal that they are required to reach out to; however, if they don’t know what to do or say when it comes to making contact with the decision maker, the result may be several attempts resulting in very little contact made. This leads to frustration and a negative mindset as they work very hard at doing it the wrong way. As month or quarter end approaches, with quotas in the balance, reps may get desperate; and desperate times lead to what no one likes to talk about in the sales profes- sion – the little white lie you tell to get your foot in the door. Such statements as, “Yes, Bob knows me – we met at a networking event” seem innocuous. But the problem with lies (aside from the obvious) is that each one erodes a sales rep’s and company’s credibility. Eventually, the sales profession at large also takes a credibility hit. The husband-and-wife team of Marhnelle and David
Hibbard found better options getting decision makers on the phone. Prior to founding their company, Dialexis, David spent 18 years in the commercial real estate indus-
try, and Marhnelle began her professional career as one of the few women in commercial real estate brokerage and commercial real estate development. So they understand what salespeople are going
through. “Salespeople and sales leaders have a de- manding job,” says Marhnelle. “Many of them don’t feel they have the skills or mindset to get in front of prospects effectively – and, sometimes, they resort to questionable tactics. We stand for professional sell- ing and that’s why we created the SOAR process. The SOAR techniques provide a highly reliable way to get the attention of many decision makers and set more ap- pointments.”
SOAR Selling (SOAR stands for “Surge of Accelerating Revenue”) has been tested and proven over more than 3,000 live sales calls throughout key markets in the United States, Canada, and Europe – providing a contact rate with decision makers of up to 90 percent on every net dial (a contact with an actual human) to a new prospect. This eliminates the approach many sales representatives are taking today: BTN+L (By the Numbers + Luck) – our defini- tion of “cold calling.”
“That means that, every time the salesperson picks up the phone to dial, we have a 90 percent rate of getting through to a decision maker, and an appointment-setting rate of anywhere between 30 to 60 percent,” says David.
SELLING POWER NOVEMBER 2015 | 23 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
ANDREY YURLOV /
SHUTTERSTOCK.COM
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