The conversation revolved around the importance of delegation, sales strategies, and building successful businesses. Robert Hartline and Daryl Urbanski shared their experiences in managing multiple locations and teams, while Daryl emphasized the significance of believing in oneself and adapting to changing market conditions. Later, Daryl and Robert discussed the importance of building relationships and networks, and Daryl and Robert highlighted the need for a strong team in sales, fulfillment, and other areas. Daryl Urbanski and Robert Hartline also shared insights on sales techniques and strategies, emphasizing the importance of understanding people's needs, using stories and personal experiences to connect with potential customers, and maintaining a consistent routine in sales.
Here are the reasons why you should listen to the full interview
Learn how to effectively manage and delegate tasks across multiple locations.
Discover the tactics behind successful scaleup in the business world.
Understand the role of joint ventures, affiliate programs and bird dogs in business growth.
Resources
- You may connect Robert Hartline on his website.
- You may connect Robert on Instagram | X | LinkedIn
- For more Informative Interviews Click Here.
Interview Highlights
Entrepreneurship, sales, and leadership with a successful business owner
- Robert Hartline shares secrets for managing multiple locations and teams.
- Robert Hartline started selling cell phones in 1994 while in college, eventually starting a Nextel dealership.
- Robert Hartline re-engineered their sales process to work for them, knocking on office doors instead of homes.
Sales skills, challenges, and interviewing techniques
- Daryl Urbanski and Robert Hartline discuss sales skills and the challenges of managing outside salespeople.
- Call Proof software helps sales teams by providing training and resources to ensure success.
- Robert Hartline hires salespeople who are terrible in interviews but successful in their roles.
Sales strategies and the importance of meeting new people
- Successful salespeople are comfortable with rejection and willing to talk to strangers.
- Daryl Urbanski emphasizes the importance of meeting new people for business growth.
- Daryl highlights the need for constant outreach and fresh blood for sales and marketing.
Sales techniques and marketing strategies with Robert Hartline
- Daryl Urbanski and Robert Hartline discuss the challenges of selling and marketing, including dealing with rejection and finding the right customers.
- Daryl and Robert emphasize the importance of door-to-door sales experience in developing entrepreneurial and marketing skills.
- Daryl Urbanski observes a promotional display at a mall and notes the effectiveness of engaging with potential customers directly.
- Robert Hartline shares a personal experience of encountering skilled salespeople in Jamaica who effectively pitch their products by engaging with customers in a personalized manner.
Sales techniques, storytelling, and meeting people's needs
- Robert shares a story about selling crafted items to a potential customer, highlighting the importance of building rapport and trust in sales.
- Robert Hartline recounts a memorable experience with a door-to-door salesman who quickly identified a prospect and closed a sale, demonstrating the power of being in tune with one's marketplace.
- Daryl Urbanski emphasizes the importance of helping people and establishing trust.
- Daryl highlights the value of storytelling in sales, making the pitch more engaging and memorable.
- Urbanski advises against sending sales reps out without proper training or a clear plan.
Outsourcing sales tasks for entrepreneurs
- Entrepreneurs should outsource sales to a dedicated professional to save time and increase consistency in revenue.
- Finding the right salesperson can be challenging, but it's the best use of time for entrepreneurs.
- Daryl Urbanski emphasizes the importance of building a team, not just being an entrepreneur.
- Urbanski shares his experience of struggling to find the right people to help with his business.
Building relationships and finding clients for a business
- Robert Hartline suggests finding a complementary product or service to sell alongside a primary product, leveraging existing relationships.
- Daryl Urbanski agrees, emphasizing the importance of building relationships with customers and other business owners.
- Daryl Urbanski emphasizes the importance of serving people and finding clients, not just doing a particular task.
- Daryl compares business to a black box where people come in with problems and leave happy and pain-free, with the goal of finding and helping as many people as possible for financial reward.
Building and scaling a sales team through leveraging existing relationships and finding the right people to sell products/services
- Robert suggests leveraging existing relationships to sell products or services, rather than trying to build new ones.
- Daryl Urbanski agrees, citing Amazon's affiliate program as an example of a successful referral program.
- Daryl Urbanski shares the Oprah effect, where featured businesses receive increased traffic and negative reviews, making it difficult to manage.
- Robert Hartline advises understanding the market and being in front of potential buyers every quarter to maintain relationships and capitalize on changes.
Finding and managing sales representatives for small businesses
- Robert emphasizes the importance of knowing one's market and having a plan to dominate it.
- Daryl Urbanski agrees, highlighting the need for proper sales reps and ethical practices.
- Daryl Urbanski and Jack Dailey recommend constantly recruiting salespeople through various means, including social media and private investigators.
- Quality salespeople can bring in $15,000 to $20,000 per month for a business, and follow-up is crucial for closing deals.
Sales strategies, follow-up, and building relationships
- Daryl Urbanski: Follow-up is crucial for sales success (itchy problem, bleeding neck)
- Rob: Persistent salespeople close deals, even after 3 years of follow-up (pestering can pay off)
Sales techniques, including using stories and finding leads
- Daryl Urbanski highlights the importance of building relationships through phone calls and engaged conversations.
- Robert shares a personal experience of how a phone call led to a sale, despite the customer being on the list for 8 years without making a purchase.
- Daryl Urbanski emphasizes the importance of personal connections and storytelling in sales.
- Robert Hartline advocates for a tailored training approach for new sales hires, focusing on door-to-door pitching.
Sales training, recording calls for data, and managing a sales team
- Robert trains new salespeople by having them talk to strangers for 2 weeks to assess their drive and motivation.
- Daryl Urbanski agrees with Robert Hartline's approach, emphasizing the importance of building relationships and treating people right to make sales.
- Robert discussed the importance of recording sales calls to document successful techniques and identify common objections.
- Robert emphasized the value of providing sales reps with access to recorded calls to learn from the best practices and improve their own sales techniques.
Hiring coaches and outsourcing tasks for faster progress
- Robert emphasizes the importance of hiring coaches or salespeople who have a proven track record of success.
- Robert believes that people who don't understand the value of hiring experts are leaving money on the table.
- Daryl Urbanski and Robert discuss the value of hiring a coach versus a mechanic for a water heater issue.
- Robert highlight the speed of implementation and the cost-effectiveness of hiring a coach versus a mechanic.
Sales compensation structures and habits for success
- Robert recommends starting with a salary and offering commission only for high-performing sales reps.
- Robert suggests 50% salary and 50% commission for sales reps to incentivize them to perform well.
- Successful salespeople have a consistent routine and stick to it
- High-performing salespeople prioritize exercise and have a plan
Building and growing a successful business through team-building and prospecting
- Robert emphasizes the importance of having a routine in sales, including daily prospecting.
- The self journal is a tool that entrepreneurs can use to stay motivated and focused on their goals.
- The 20 mile march concept is about consistently pushing forward, even in challenging conditions, to achieve success.
- Daryl Urbanski and Robert discuss building teams and growing businesses.
- Robert shares practical advice and tools for success.
- Listeners can reach out to Robert for more information and support.