Episode #1 of The Sales Podcast: David and Marhnelle Hibbard
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 Makers
- 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."
- Salespeople 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 traveling?"
- 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 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 responsibility for your outcome
- Strive for continuous improvement
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