In Phone Prospecting

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:

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.

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.

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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