This document provides strategies and techniques for accelerating revenue through contacting C-level executives. It summarizes the Soar Selling method, which focuses on strategic approaches for getting through to decision makers, including researching accounts and leveraging corporate initiatives to craft customized value statements. Key techniques include using pre-call planning, handling objections from receptionists, leaving mystery messages to generate call backs, and offering to deliver information in person. Quantitative results show the Soar method results in higher rates of contact with decision makers compared to traditional cold calling.

1. Surge of Accelerating Revenue
Making Contact with C-Level Executives
WWW.SOARSELLING.COM
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2. NO MORE 100 CALLS PER DAY!
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3. SOAR is 100% focused on
HOW TO GET IN!
HOW TO GET THROUGH TO
ALMOST ANYONE!
HISTORICAL BOOKS THAT TELL
YOU WHAT TO DO
ONCE YOU GET IN
z1936 z1983
z1985 z1988
2013
STRATEGIC APPROACH
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4. SOAR QUANTITATIVE RESULTS
Dials N/A
Net
Dials
Decision
Makers
High
Influencers Appointments
100 40 60 28 26 14
(Bad
lists, wron
g #, etc.) 46% 44% 30% - 50%
OVER 10,000 LIVE CALLS
MADE IN THE CLASSROOM
World Call Tracking Using Soar
90%
(SOAR) 12 dials = 10 contacts
(BTN+L) 100 dials = 10 contacts
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5. 4 PRE-CALL SMART MOVES
1. Accurate List
2. Pre-research (Larger Relationship Accounts)
3. Value Statement (Differentiation Is The Key)
4. Know What You Want Before You Dial
(Contact, Appointment, Information?)
DIALEXIS
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6. THE RECEPTIONIST
XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
First line of defense
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THE NIZ ZONE
GETTING STARTED
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7. DEATH QUESTIONS
THE RECEPTIONIST
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8. #1.
WHAT IS THIS REGARDING?
NIZ ZONE
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9. #2.
EXPECTING YOUR CALL?
NIZ ZONE
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10. #3.
WHAT COMPANY ARE YOU WITH?
NIZ ZONE
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11. #4.
IS THIS A SALES CALL?
NIZ ZONE
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12. DEATH QUESTION
RESPONSES
#1.) Just let‘um know it’s regarding (your name)
#2.) I’m sure if you mention (your name), it’ll be fine
NIZ ZONE
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13. RIDE THE BULL MAP
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14. RIDE THE BULL MAP
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15. MESSAGE OF MYSTERY “MOM” OUTGOING
• (Prospect’s name), THIS IS (your name) AND I’VE BEEN TRYING TO
REACH YOU AND HAVEN’T HAD MUCH LUCK
• IF YOU COULD CALL ME BACK I WOULD APPRECIATE IT
• IT’S (time) RIGHT NOW AND I WILL BE AVAILABLE UNTIL AROUND (time)
• MY # IS 962.48…..BETTER YET…..LET ME GIVE YOU MY DIRECT CELL #
• AGAIN, I WOULD APPRECITATE YOUR CALL BACK….
• INCEDENTALLY, IF YOU NEED TO REACH ME TOMORROW THAT WILL
WORK AS WELL
LAST RESORT OPTION
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16. MESSAGE OF MYSTERY “MOM” INCOMING
• THANKS FOR RETURNING MY CALL (prospect’s name),
• I KNOW MY MESSAGE MAY HAVE BEEN A LITTLE CONFUSING
• I WANTED TO REACH OUT TO YOU BECAUSE OF ALL THE
CHANGE GOING ON IN TODAY’S MARKET
• I AM WITH COLLIERS INT’L, WE ARE A ....(TELL WHAT YOUR CO. DOES)
• AND THE REASON I WAS CALLING WAS… (value
statement, corporate initiative, etc)
LAST RESORT OPTION
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17.  “LET ME ASK YOU THIS, WOULD YOU MIND IF I DROP IT OFF AT THE
RECEPTIONIST DESK? PAUSE, WAIT FOR A RESPONSE,
 WHEN I DO, WOULD YOU MIND IF I CALLED YOU FROM THE LOBBY AND
WE CAN PUT A FACE TO A VOICE….THEN WE CAN TALK AT ANOTHER TIME
IF THERE IS INTEREST ”
 “IT DEPENDS IF I’M IN” ...“WHEN ARE YOU GENERALLY IN?”, “I AM
USUALLY IN, BUT I MAY NOT BE AT MY DESK”,
 “IF I CAME BY MONDAY OR TUESDAY AND TOOK A CHANCE, WOULD THAT
WORK?”
#6 “SEND ME SOMETHING”
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18. YOU GOTTA DO THIS
1. SELECT 20 ACCOUNTS YOU WANT TO OWN
2. RESEARCH FIND THE CORPORATE INITIATIVE
R+CI+D=VS
3. USE SOAR TO AS A STRETEGIC APPROACH
4. DROP THE 100 CALLS A DAY - BTN+L PLAN
DIALEXIS
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19. Dialexis
1.800.98.PROFIT
Join the community of top sales performers at
www.soarselling.com
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