Cold Calling, Phone Sales, & In-Person Sales Expert | Bob Harper CoachingCold Calling & Sales Expert
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Bob closed over $460,000 in sales in the first half of 2017. Here's what people are saying about Bob: Jake S. "He has a gift for really connecting with people, the sale just comes as a result of friendship and authenticity. I highly recommend him." Lydia L. “In today's world where people are inundated with cheesy sales tactics and trickery marketing, Bob's experience in building great relationships and selling without the sleaze is so needed. If you are a someone who wants to create better conversations and curate long-lasting relationships with your customers, he is a valuable expert to learn from.” Wyeth K. "Bob’s advice taught me how to speak to potential clients, to view their world through their own perspectives and discover new ways of solving their problems with my own skills. Bob showed me the true value of what I could offer clients and gave me the tools that changed the way I interact with potential clients."



Recent Answers


I'm more an expert on how to convert leads into clients, so take this with a grain of salt... I see digital marketing companies advertise on facebook all the time.

I know some of my marketing buddies also like to start out with Adwords to validate an idea. The thinking is that your best chance of getting leads when you are new is to catch them when they are searching for it and it is on their mind.


1. Decide who you'd like to work with (i.e. business owners, regular W-2 employees, etc.).
2. Identify your unique value proposition. This is the reason someone would work with you instead of TurboTax or another tax firm.
3. Call on your target market and ask for their business.

Which one of those steps do you feel you will need the most help with?



I recommend reading "Will It Fly" by Pat Flynn and "The 4-Hour Work Week" by Tim Ferriss.

Go ahead and run a Google Adwords Campaign to a landing page with the option to purchase something related to your topic. If you get a good conversion rate of people who click the Buy button, then it is a winner.

Ideally, you are looking for a topic that is a huge need for your target audience. A friend of mine always says that he is looking for at least an 8 out of 10 on the BIG Problem scale.


Focus on improving your sales skills and delivering constant value to your accounts. With that in mind, I would recommend:

"If You're Not First You're Last" by Grant Cardone
"Closers Survival Guide" by Grant Cardone
"Fanatical Prospecting" by Jeb Blount


As an introvert, I struggled early in my career because I was being coached by a bunch of super outgoing trainers. I tried my best to follow their scripts, body language, and tone of voice. I failed miserably. For me, the key was to be myself. I connect with people in a different way than extroverts. Marry your natural communication style with solid sales principles and you will become unstoppable! Read every sales book you can find. Practice with others. And make a tone of calls! You'll see improvements very quickly.


It depends on where the bottle neck is in your sales process. If you don't have enough leads, then you have a marketing problem. If you can't seem to turn enough of your lead into clients, you have a sales problem. I'd love to dig deeper on this and answer your specific situation.


Cold calling is not dead, but "hard selling" on a cold call should be.

I still spend a lot of time cold calling on the phone, and it works extremely well. Without knowing anything about your business, it is hard for me to provide a meaningful script or template to follow.

But here is a mindset tip: Call with the intention to discover with the prospect what their pain points are and if you have a solution for them. If your product/service does not solve their problem then you will save time and money by letting them go instead of pressuring them into the purchase.

And if you are a good fit for them, then you and the prospect will arrive at that conclusion together. Don't be afraid to engage with the prospect multiple times before the sale is made. Make the sale on the first call if it makes sense, but wait till the 2nd, 3rd, or 4th call if the prospect needs the extra attention to establish trust with you.

I would love to talk more about your specific situation on a call if you would like to create a custom plan for your company.


It might be difficult if you are talking about 100% commission. If you can offer a small base salary it will be easier.

Your main strength should be your leadership skills and the vision of your company. There are many salespeople who are willing to work for less at first if they see the potential to make a lot more down the road.

I would advertise on job sites and even craigslist.


Hi,

I have worked with, interviewed, and sold to extremely successful people following a few simple principles. It can be scary, but preparation will help you manage the fear.

Here are my thoughts:

First, consider why you want to work for him. How will you benefit from a job with him? Don't assume that it is a good fit for you just because he is a billionaire. Are you doing it just because you need income? Or do you want mentorship? Get really clear on why this would be good for you.

Once you are convinced that this is a good fit for you, think about why it would be valuable to him. Why would working for him be a mutually beneficial situation? Are there any gaps in his business that you would be able to fill? Do you see an area that would be improved if you were working on it for him?

Once you have determined that working together would be a good situation for both of you, then ask for a phone or video chat meeting. From here, you want to have some quality questions for him that both demonstrate your expertise and help you confirm it is a good fit.

One last piece of advice: The purpose of your meeting with him is not to convince him to hire you, it is to find out if it is a good fit for both of you. This mindset will help you make a decision together instead of you being at his mercy.

If you would like extra help with the specifics, I would be happy to have a call with you. I have done this many times, and I know that it can be intimidating. Let me know if I can help in any way.


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