Sam Harborne

$0 → $25k/mo comms in 3 months at 19
Growth @ The Impact Team | 60,000 members
Reach out to me ⬇️⬇️

[Sam Harborne @samharborne]

In 2012, when I was 5, Nike put me in a photo shoot in London. The line next to my name: "Never too young to wanna win, Sam."

The picture ran on stadium billboards at the Olympics.

14 years later I went from $0 to $25k a month in sales commission at 19, and bought a 2012 Rolex.

[Sam Harborne @samharborne]

most reps think a prospect talking longer means more pain to work with. its the opposite.

hand on a hot stove comes off instantly. an hour in a sauna and you just walk out. same heat, spread thin.

you dont want more talking. you want intensity. get the answer, next question.

[Sam Harborne @samharborne]

@RooktoRep and the cost of it being all feel shows up in a slump. theres nothing to actually diagnose, so they sit there waiting to feel hot again instead of knowing which part broke.

[Sam Harborne @samharborne]

most reps think a no just means they havent pushed hard enough. so they loop the same objection forever.

I cap it at 3. ramp the intensity, then walk.

the guy who needs double that to say yes is the one who charges back a month later anyway.

[Sam Harborne @samharborne]

@vizionaryfocuss the brutal part is you can study most of that list. silence is the one that actually shows up live because you cant script it, you just have to hold it after the price ask when every nerve says fill it. thats the gap between knowing the list and running it.

[Sam Harborne @samharborne]

a good pitch isnt a feature list.

its three pillars, a minute each, each one named with the result they already told you they want. not the feature, the result.

do that and the product goes invisible. youre handing them their own words back as the plan.

[Sam Harborne @samharborne]

@RooktoRep whoever owns the problem is the piece that actually compounds. the pains you can pull on any call, but most reps leave without knowing who can actually sign, so next quarter they reopen the same account pitching the wrong person.

[Sam Harborne @samharborne]

@TomBilyeu cheap to build doesnt mean cheap to sell though. when anyone can ship the thing for a few hundred bucks, the gate just moves to who can actually get strangers to pay for it. thats the part that stays hard.

[Sam Harborne @samharborne]

@GadzhiIman its different for every buyer, which most reps miss. same offer, but one just wants to stop second guessing, the next wants to be taken seriously, the next wants to provide for his family. sell the one theyre actually buying. pitch the wrong one and the yes turns into a maybe.

[Sam Harborne @samharborne]

the question at the end isnt do you want this. everyone wants it.

its are you willing to become the person who can actually hold it.

stop selling the outcome. sell who they have to be to keep it. the objection was never the real problem.

[Sam Harborne @samharborne]

You cant handle an objection out of someone who still thinks like the person who has the problem.

most reps argue the money. the real move is shifting who theyre being before the objection ever shows up.

heres how.

[Sam Harborne @samharborne]

This is the part most reps skip.

once theyve said it out loud, every objection after that is just the old thinking talking. and they know it.

so you dont fight it. you point back. that makes sense, its the same thinking that kept you stuck.

[Sam Harborne @samharborne]

@vizionaryfocuss we know what happened next :)

[Sam Harborne @samharborne]

Watched a closer handle a guy who kept saying he had to talk to his wife.

he never argued the wife. just asked one thing. if you knew it would work, would you still need to ask her.

silence. the objection was never the wife. it was him not believing he could pull it off.

[Sam Harborne @samharborne]

@thejustinwelsh prospects buy this before they buy anything else. they cant see the service yet, so whether you do what you said on time is the only real signal they get. one missed follow up and youve shown them the product before you ever pitched.

[Sam Harborne @samharborne]

your close rate isnt the fastest way to make more money. its the slowest.

the no sales in your crm already sat through the full pitch. more qualified than a cold lead, and nobody calls them.

a 10% closer who works that back end is a 25% closer.

[Sam Harborne @samharborne]

@maxwellcopy same thing shows up on the phones. reps spend weeks tightening tonality and rebuttal wording, thats the 2x. the 10x is the offer itself and who youre even getting on the call, no script tweak saves a weak offer in front of the wrong lead.

[Sam Harborne @samharborne]

@iamliamsheridan paying for a customer forces you to actually know your numbers. the ones leaning on reputation never had to learn their real cost per acquisition or payback window, so when inbound slows they cant just flip ads on, theres no math underneath to scale against.