Paul Castain's Blog

How To Take Immediate Control Of A Cold Call Without Being A Jackass

Posted February 20, 2024

How can you get a decision maker’s attention, and gain control within the first few seconds of a cold call;

Without being a jerk?

Simple, you ask a question, and;

Not just any question, you ask a FRAMING Question.

Before I get into the details it’s important that you realize something;

It doesn’t matter if you’re on a call, in a meeting, doing a discovery call, etc;

The person asking the questions is the one controlling the dialogue!

This type of control isn’t of the dickish variety so don’t confuse control, with being dickish.

The “Framing Question”

A framing question is a question that begins with a statement and then ends with a question.

The statement, in this context, MUST be about something relevant to the decision maker (like a trigger event) otherwise you’re defeating the purpose.

Here’s how you do it;

Step 1 Greet the prospect. “Hi Mary, it’s Paul from Castain Training Systems”

Step 2 Frame the question by saying “Quick question, I noticed that (mention something relevant you noticed during your research)”

Step 3 Ask a question at the tail end of the statement.

Putting it all together;

“Hi Mary, it’s Paul from Castain Training Systems, quick question, I noticed that you’re hiring a bunch of sales reps and was curious as to how you typically onboard them?”

It’s disarming because it doesn’t follow the normal trajectory of a cold call and;

There’s no pitch and no ask for a meeting right out of the gate.

Within seconds, they’re the one doing the talking, instead of YOU.

Is this a flawless tactic?

Hell no, but;

It forces the prospect to go off script because YOU’RE not following the TYPICAL prospecting script.

Give it a shot and make a note as to whether or not the tactic creates more dialogue.

Cold Calls That ROCK!

On March 1st, at 11:30 am EST, you’re going to take better control of the phone!

During this 60-minute webinar, you’ll gain access to;

  • 6 Ways To Optimize Your Calling Time
  • How To Warm Up Even The Coldest Of Cold Calls
  • 5 Email Templates That Position You For A BETTER Call
  • How To Get Someone To Answer Their Phone WITHOUT Being Deceptive
  • How To Capture A Decision Maker’s Attention Within The First Few Seconds
  • How To Utilize “Pattern Interrupts” To Subtly Gain Control
  • My 3-Step Objection Buster Formula
  • 3 Exercises That Will Build Your Cold Calling Chops


Friday, March 1st, from 11:30 am – 12:30 pm EST

Can’t join us live?

Sign up anyway and I’ll send you the webinar replay and all the goodies listed below!

What’s Included?

(1) 60 Minute Webinar

Webinar Replay

(5) Email Templates

(5) Phone Template

Bonus PDF With Responses To Typical Phone Objections

Bonus PDF With Prospecting Exercises To Build Your Cold Calling Muscles

How Much?

$59 if you register during early registration which ends at 5:00 pm February 21st (TOMORROW) Price goes back to $99 at 5:01.

Please click HERE to reserve your spot for this special cold calling resource!

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Company Contact Information

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

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