Hosts Bill Condon and Matt McGregor welcome back ‘SOAR Selling’ author and sales coach David “Dave” Hibbard. The three discuss how to produce results, why you can’t ignore prospecting, and five techniques you can leverage to reach decision-makers while prospecting over the phone. As Dave Hibbard puts it, results matter…whether you’re in sales, brokerage, or leadership. You need to be producing results. It doesn’t matter how big your company is or how successful you are, you need to be reaching out to potential customers on a regular basis. Because, as Dave said, ‘all oil wells dry up.’ The message is simple, yet powerful: you need to prospect. Dave shares five things you can use to reach a decision-maker using the telephone. Dave and his team have been using these techniques, which are also discussed in his book SOAR Selling, for over 30 years. Bill and Matt agree on their effectiveness. There’s a series of questions you may be asked when reaching out by phone, Dave goes over all of them. When hearing ‘Mary Smith is not available’ most people hang up the call… Dave discusses what that actually means and how you should respond to that. Taking risks while prospecting often leads to excellent outcomes – Dave shares an example that illustrates his approach to prospecting using the phone.     Mentioned in this episode: Industrial Advisors Dialexis.com Call Dave anytime at 949-689-8872 Email Dave directly at dave@dialexis.com SOAR Selling: How to Get Through to Almost Anyone – The Proven Method for Reaching Decision Makers: Close More Sales and Create New Business By Making Fewer Calls by David & Marhnelle Hibbard Part 1 of the Dave Hibbard conversation - Make Prospecting Work Through the Power of Your Mindset and Beliefs Gary Loveman