Paul Castain's Blog

How To Get A Decision Maker To Answer Their Phone (Without Being Deceptive)

Posted December 3, 2018

How do you get a busy decision maker to pick up the phone?

First, let’s talk about what NOT to do.

  1. When you call and get voice mail, don’t hang up and immediately call back.
  2. If you like to hang up, and immediately call back, when you get voice mail, don’t hang up and repeat the process.
  3. Just in case you didn’t get the point of the first two suggestions, let me spell it out for you;

You’re irritating the heck out of someone and will probably succeed in not only getting them to pick up their phone, but get an immediate “Stop calling me” response!

So what CAN you do to get someone to pick up the phone???

You could intentionally call the wrong extension and say something like “Oh I’m sorry, I was actually trying to reach ________, could you transfer me?”

Calls that are transferred look differently on many phone systems and you might get a knee jerk reaction in the form of them picking up the phone.

If you’re ballsy, you could go back to the switchboard,  ask someone to page that person. Not one of my favorite things to do but hey, maybe you could play that one off.

Send A “Potato Chip” Email

You know the deal with potato chips (you can’t eat just one) and that’s exactly what you can do in your email.

Ways to present a “potato chip”;

Hint at a result and offer to share how they can achieve it, if they take your call, and then tell them the date and time you’ll be calling.

Offer some important info that you will share, if they take your call, and then tell them the date and time you’ll be calling.

Reference an important resource that you will share (if they take your call) and then tell them the date and time you’ll be calling.

Anything to make them hungry but;

A) Obviously, don’t bullsh*t them.

B) Use my “Reverse Call To Action” technique.

The reverse call to action is when you tell them the action YOU are going to take, instead of asking THEM to do something.

Example: I’m going to call you, Friday morning, at 9:30 am to ____________-”

There’s more to this, but for now, this can increase the probability of a decision maker taking your call!


Because you’re intriguing them with something useful and holding out on delivering it until they take your call.

The brain loves a good mystery and has a need to resolve it ASAP.

Use that to your advantage with an email and follow up call.

We talk more about the “potato chip” technique and the “reverse call to action” in our Rock Star Academy program!

Here’s the deal . . . 

I’m going to take you “backstage” and share the step by step system my clients and I have been using to grow our sales.

I’m going to provide you with templates for email, phone, voicemail, social networking, networking, handwritten notes, and asking for referrals.

I’m going to share actual examples (no theory or philosophical crap on my watch).

And I’m going to deliver this in a way that changes the way you feel about “sales training” for the better!

Please allow me to present . . .

There are 13 pre-recorded modules so you can go at your own pace. NO, you won’t have to try and make it at a predetermined time, because there ISN’T any!

Here’s what I have planned for you;

Session 1: Creating An Effective Prospecting Plan

Session 2 : 20 Ways To Create Opportunities

Session 3: Meticulous Pre-Call Planning

Session 4: Cold Emails That Get Opened, Read, and Responded To

Session 5: A Cure For The Common Cold Call.

Session 6: Social Selling Tactics

Session 7: Network Like A Pro

Session 8: How To ROCK Your Referrals

Session 9: How To Get Your Dream Client’s Attention

Session 10: Creating A Kick-Ass Prospecting Cadence

Session 11: How To Take Control Of Your Prospect Meetings

Session 12: Presenting Your Solutions With IMPACT!

Session 13: Negotiate Like A Pro


You’ll get your first prerecorded session immediately.

What’s included?

(13) 45-90 Minute Pre-Recorded Sessions

Worksheets For Each Session

Homework Assignments

Templates (Actually A Ton Of Templates)

3 Bonus e-Books

Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments.

What’s the investment?


Please click HERE to download it now.

… and never miss a beat!
Your Information will never be shared with any third party.
Could Your Sales Use A Little LOVE?

Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

Copyright Information

© 2017 Castain Training Systems
All rights reserved.

Website Design by VanHove Design