Paul Castain's Blog

Bad News For Those Of Us Who Cold Call and GREAT News As Far As What We Can Do About It

Posted November 29, 2017

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If you cold call, there’s some bad news that really SHOULDN’T shock you.


According To An IBM Study, 98% Of Cold Calls Fail!

For the optimists reading this, LeapJob did a similar study and found that it was more like 97%!

So you can have the best product, service, company, or heck, you could be trying to give it away for free, but;

Your prospect would NEVER know, because they never heard you out when you called!

If I were to offer ONE suggestion that leads to more appointments;

Lead with something about THEM, instead of something about YOUR company, solution, etc!

In an email;

Make the subject line about THEM.

Make the opening statement about THEM.

When you call;

Make your opening statement about THEM.

I teach a really simple, fill in the blank, sentence to include in your opening statement that goes something like this;

“I noticed that ___________”

Then fill in the blank with something you discovered in your pre call planning research that’s relevant.

Examples From My Hunting Efforts;

“I noticed that you’re hiring several new sales reps”

“I noticed that you have a new product launching in July”

“I noticed that you were just promoted to Vice President of Sales”

Here’s the secret (Don’t tell anyone)

Everyone has a favorite subject and that subject typically ISN’T YOU, so;

If you lead with something about THEIR favorite subject, you capture their attention.

This is actually step #1 in a 4 step communication framework that I’m sharing on Friday during our Cold Calls That ROCK webinar!

​​​​​​​Have you registered yet?

What’s that, you’re “busy” that day?

Sign up anyway and I’ll send you the replay. Watch it later when you’re less “busy”, I won’t tell anyone!

Otherwise, here’s what you’re about to miss;

  • How to research a potential client WITHOUT becoming a full time research analyst.
  • 2 ways to get WARM Introductions.
  • 5 Email Templates That WARM up a cold call.
  • How to craft an objection resistant dialogue that gets their attention in the first 10 seconds.
  • How to proactively prevent skepticism, doubt, resistance and, I might as well say it; OBJECTIONS!
  • How to respond to typical objections like “Not interested/No need” “Have a supplier/Under contract” “Too busy”.
  • How to respond to typical stalls, like “Call me back next month, next year, after the holidays, next millennium etc” “Send me your information” etc.
  • A 3 step formula to help you regain control of your calls.
  • 4 ways to beat nervousness and call reluctance.


This Friday, December 1st at 11:30 am EST.

Here’s what you’ll get;

(1) 90 minute webinar


Webinar Replay (In case you can’t make it or you’d just like to go back for more)

5 Email Templates

How Much?


So if you’d like to bring your phone skills up a notch or three, click HERE to secure your spot!


… and never miss a beat!
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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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