Category Archives for Phone Prospecting

Joe Ingram, Phone Sales

TSE 1215: Three Ways To Make You More Successful Selling Over The Phone

Joe Ingram, Phone SalesHave you ever tried selling without being in front of someone? Three tactics to successfully sell over the phone include building relationships, choosing the right words, and knowing the right speed.

Joe Ingram is a sales genius who uses an intellectual approach to sales. Joe realized that phone conversations play an integral part in the process and many people are missing this key point by looking at the training cycle and sales industry.

The average individual in the U.S. touches their cellphones 2,500 times a day. It’s very observable when you walk into Starbucks. Nobody would even notice you walked in because they’re looking at their phones. We are continuously on the phone. 

While using email is a good way to communicate, the product is only perceived as great up to a certain price. Sending out a well-written email is a good marketing strategy but there’s a big difference in sending emails and talking to somebody over the phone to get the call to action to take place. If the price goes over a hundred dollars, then you need to make a phone call. The way you present yourself and your company, during the phone conversation, will determine if the potential client is going to purchase the product. 

Communicating over the phone

Communication has several elements. As a speaker, you need to be able to perform all of them to accurately get your message across. 

55% of communication comes from body language. The person you’re talking to is watching the way you move during the conversation. For example, when we were at school, we observed how our teachers moved, paid attention to the things they pointed out, and more. All these signals conveyed to us what they felt, what they meant, and what they were trying to teach us. 

38% of communication comes from tone and inflection. You can say the same thing but use different tones to convey a whole different meaning. Tone and inflection tell your client what to pay attention to. 

7% of communication is based on the actual words we use in a face-to-face conversation. In a phone conversation, you lose 55% of your ability to communicate because your client can’t see your body language. Because there are many disconnects over the phone, salespeople tend to veer away from calls as a channel to making a sale. Without body language in phone conversations, you’re left with 80% tone and inflection and 20% words. Based on that percentage, it would be easy for a phone conversation to go badly if the right tone and choice of words aren’t being expressed well. 

As a salesperson, you can’t sound like a customer service provider. 

Many cell phone providers don’t sound excited over the phone because they’re not trying to make a sale. They are talking to you because you need something from them, and regardless of their performance, they know you will not drop the conversation. 

You will tolerate a mediocre to poor performance to accomplish your goals. There’s no selling involved. However, it’s different when you tell them you’re canceling your subscription. You immediately get transferred to someone on their sales team and suddenly, the conversation takes a turn. Their goal is to make you feel better and they want you to feel good enough to stay.

Joe sees this in a lot of companies. They teach their sales department to treat everyone like customers, even though people who are still prospects need to be approached differently.

Building relationships through your phone

Building a working sales relationship takes time. The easiest way to start is by phone as it allows you to hear and understand each other. Joe has worked with companies who are able to make sales using phone calls. 

When Joe was working as a manager in Chrysler Dodge Jeep, he had an employee named Jay. He spoke four languages and it was difficult to understand what he was saying. Jay was able to sell 20-25 cars each month while maintaining great customer satisfaction and profitability, all because of his body language. He made sure that potential clients felt safe during the sale. His clients watched his mouth when he spoke because it helped them to understand him better. Joe knew his customers needed this visual cue so he didn’t talk over the phone but preferred to conduct a sales transaction in person. because then the customers won’t be able to look and see what he’s trying to say.

Joe teaches people how to use better words when talking to prospects. 

Choosing the right words

Our subconscious mind cannot process the negative part of what we’re saying. When we’re told, “Don’t think of a kitten,” our mind zeroes in on the kitten, the opposite of what we’re told. The same thing is true when we tell our clients, “No problem.” Their subconscious mind picks up on “problem” and you want to avoid that. 

A simple strategy is to replace  “No problem” with more positive language. For example,  “my pleasure,” “certainly,” and others. Create a positive mental picture in their heads. Couple your words with great tone and inflection to deliver a good message. 

When a company calls and inquires about your business, don’t think of it as someone trying to buy a product. Instead, think of it as someone who is calling with a list of companies in mind and they’re trying to see if yours is the best.  If they talk to you and you aren’t using the right words or tone – don’t expect your company to be considered. 

If I can’t get your prospects to have a face-to-face conversation, your next best option is a phone conversation that allows you to build rapport

Texts and emails are the segues to get you to an actual phone conversation. If you can sell and close a deal over the phone, then great. If you can’t, your goal is to set a face-to-face appointment. 

Choosing the right speed

You need to consider your speed when talking over the phone as well. Speak based on how the person on the other line is speaking. Be slow in speaking when you’re talking to somebody who speaks slowly. Adapt to the person you’re talking so you can deliver your message in a way they can understand. Listen to their words and use them when you respond. If they are looking for significant discounts, then use the exact terms when it’s your time to talk. 

This is how you show empathy in your conversation. You abandon the phrases or words you’d like to say for those the other person wants to hear. As a salesperson, the way to successfully sell over the phone is to be who your client needs you to be. 

You’ll find many of the same skills you use in a closing face-to-face can be used on the phone.

“Three Ways To Make You More Successful Selling Over The Phone” episode resources

Reach out to Joe Ingram via his phone number (+562 548 526). You can also check his website, 

You can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

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Audio provided by Free SFX and Bensound.

Prospecting, Donald Kelly, The Sales Evangelist

TSE 552: I Don’t Like Using the Phone. Prospects Never Return My Voicemails Anyways.

Scared of using the phone? A lot of misconceptions about using the phone are floating around these days and today I want to shed light on this.

From entrepreneurs to sellers, from the newbies to the oldies, so often I find that sellers are afraid of using the telephone because of the stigma built around that.

The Stigma of Using Phones

Today, we find all kinds of folks who don’t actually know what they’re doing, calling and blabbering, showing up and selling things prospects don’t even want. As a result, prospects no longer want to pick up the phone and somehow this has created a stigma that the phone just doesn’t work anymore.

A Shift Towards Emails

Then emails came along which have been found to have better response rates. It’s quick plus you can hide behind the email you sent so you don’t have to worry about being rejected. And so everyone now just gravitates towards the email over using the phone. Or they just go to LinkedIn to connect or Twitter, or to whichever platform possible.

However, there is still a great number of opportunities once you’re able to use the phone effectively. A lot of people are so used to their fear of using the phone that those people who know what to do on the phones are actually seeing great results. How about giving it a try?

How to Use the Phone Most Effectively:

  1. Get a proper list of your ideal customers.

Make sure you have a list of people you know are a good fit for you. Call those who fall into your sweet post. Focus on your Dream 100 list consisting of people you’re going to reach out  to.

  1. Voicemail still works, but make it personal!

Stop leaving those generic voicemails that people don’t want to hear. You have to leave a voicemail that stands out from the pack and you can do this by making your voicemail personal. Make it simple, keep it about 40 seconds. Give something that is personal and show that you did some research. Don’t make it about you. Instead, speak to their needs and what you can do.

Today’s Major Takeaway:

Don’t be afraid of using a variety of things. Don’t be afraid of using a voicemail. Don’t be afraid of using the phone. Don’t focus on you. Focus on them!

Episode Resources:


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Ryan Stewman, The Sales Evangelist, Donald Kelly

TSE 496: The Modern Marketplace Phone Sales With Ryan Stewman

Ryan Stewman, The Sales Evangelist, Donald Kelly The modern marketplace phone sales has changed significantly and so long were the days when traditional tactics still worked. Google has replaced the use of business cards. Therefore, we have to be able to adapt and evolve.

Today’s guest is hardcore closer Ryan Stewman who is going to share some ways on how you can improve your selling. Ryan is a four-time bestselling author and a modern day sales trainer.

Here are the highlights of my conversation with Ryan:

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The biggest mistakes done by phone sales:

  1. They act differently online than they do in person.

The way you treat a customer on the internet should be the exact same experience as the customer that walks in. Salespeople tend to sell online one way and then offline another way.

  1. Salespeople treat the internet like it’s a safe space.

People just show up online on your page or tag you in some group or send you an email that they appear obnoxious. It’s like a guy who goes to a networking event and gives his card to everyone.

  1. The way we use the phone is changing.

A lot of the online stuff we do revolve around the phone. Most of society is addicted to their mobile phones. 86% of the people landing on Ryan’s website are using mobile devices and we’re always staring at the phone. However, salespeople traditionally just use the phone to make calls. The phone is the least used app on the entire phone.

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Here’s a quick reality check for you: If you spent 8-10 hours staring at screens, how many hours a day would you say you spend talking on your phone?

What is the modern way of using the phone?

Getting in front of people:

  • Being the person in the news feed on Facebook
  • Being the person that is top on search results on Google
  • Being the person that has stories on Snapchat and Instagram
  • Being the person who has the content on Huffington Post or Entrepreneur Magazine
  • Being the person that has the books on Amazon
  • Write a blog and publish it on LinkedIn

Strategies for modern marketplace phone sales when you’re pressed for time:

  1. Get better with time.

People don’t know how time really works. Your job is not to get better with money but to get better with time.

  1. Saying that you don’t have time is an excuse.

You do have time. It’s all about streamlining.

  1. Leverage technology.

Make a post on Facebook that syndicates to LinkedIn then share a picture on Instagram and be intentional about sending an email. You can do all that stuff in less than 10 minutes.

  1. Be intentional with how you use your time.

Just be intentional on the time you’re on there. Instead of reading nonsense articles, send people direct messages that offer value to them. Show them how your product works for them to get the results they’re looking for.

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How to get started:

  1. Understand who your perfect customer is.

Be clear and get inside the mind of your prospect. Get clear on who you want to serve. Be intentional on who you want to work with.

  1. Drive what you sell into the minds of your customers.

Do everything you can possibly think of to attract that person to the point where they always think about you when that decision comes into their head.

  1. Position yourself online.

Make your social media profile a place that will attract your perfect customer. Position yourself in a way that when someone thinks about a certain product, they think of you. Position yourself as the go-to person and be consistent.

Ryan’s Major Takeaway:

Think of what you do on your phone. Don’t limit yourself. Join the Break Free Academy entourage and go to Embrace technology or you’re going to be replaced by it.

Episode Resources:

Donald Kelly, PandaDoc

Learn more about Ryan and what he does on .

Change the way you create proposals and check out PandaDoc. Teams that have used PandaDoc have seen 35% increase in sales productivity which means they closed more deals in less time. To get a quick demonstration and a free trial, go to

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Sales Prospecting, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 264: 3 Phone Prospecting Strategies You Should Implement Today

3 Phone Prospecting Strategies You Should Implement Today!So, do you make phone calls to your prospects often? Well, it’s a very common part of sales….”using the phone” that is. In this episode I share some ideas you can implement to help with your sales prospecting. Here are the major takeaways:

  1. Leaving voicemails
    • Do research and offer personalized information
    • Leaving voicemails that stimulate curiosity
    • Take advantage of “third party” and “internal” referrals
  2. We are not interested
    • Ask “if you were me and had something you thought could help ABC company, how would you recommend I reach Joe?”
  3. What if someone already has a vendor?
    • Ask them, “No one is perfect. Not me, not my company or your current vendor. If there was one thing they could do better, what would it be?”

These ideas are simple, but powerful. I hope you implement them and see greater success with your phone calls. Feel free to let me know if there are any questions.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly