Paul Castain's Blog

How To Take Immediate Control Of A Cold Call WITHOUT Being A Jerk

Posted May 20, 2022

How can you possibly 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!

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.

Within seconds, they’re the ones 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.

And speaking of taking your prospect off-script;

We taker a deeper dive into this tactic during our Virtual Sales Camp program

I put together this resource to help you utilize a more thorough prospecting approach, close your opportunities quicker, and maximize account potential.

There are all sorts of cool extras like templates, bonus PDF’s, etc.

And the best part is that it’s prerecorded so you can go at your own pace!

Here’s what you’ll discover by downloading it;

Session 1 How To REALLY Get A Decision Maker’s Attention

  • The one phrase that will immediately set you apart from your competitors.
  • How to dramatically increase the probability of a decision maker taking your call. Did you ever wish there was a way to get someone to actually pick up their phone? Here you go!
  • 5 email tactics your peers are using to stand out.
  • BONUS PDF: 10 email subject lines that lead to MORE opens and MORE responses.
  • How to leverage “summer messaging” to stand out.
  • 15 ways your peers are using creativity to get in the door. BONUS PDF with 20+ additional ways you can use creativity to capture a decision maker’s attention.

Session 2 Multi-Channel Prospecting.

  • 4 LinkedIn tactics EVERY sales rep should leverage.
  • 2 ways to create WARM Calls instead of cold calls.
  • 2 referral sources you’ve completely neglected.
  • 5 ways to use snail mail to set yourself apart.
  • 2 email tactics that generate appointments.
  • BONUS: 50 cold email templates.
  • 5 ways to use a “reverse call to action” to create interest.
  • How to devise a “3 touch mini campaign” and a multi-channel prospecting cadence.

Session 3 Maximizing Account Potential

  • The one mistake that hurts your clients and your paycheck!
  • A 3 step questioning technique that helps safeguard your accounts, generate more opportunities, testimonials, and referrals.
  • How to get the inside track on new opportunities.
  • How to get access to additional stakeholders WITHOUT offending your contact.
  • How to expand to other locations, divisions, etc.
  • How to add value via ideas, surprises, and resources.
  • BONUS PDF: A stay in touch cadence to help you stay “top of mind” with your clients.

Session 4 Expediting Your Deals

  • How to take immediate control of your deals WITHOUT being controlling or manipulative. BONUS PDF: How To Take Immediate Control Of Your Prospect Meetings.
  • 8 ways to safeguard your deals and keep them moving forward.
  • How to leverage the “theme and variation” tactic.
  • How to preempt and respond to obstacles, stalls, and objections.
  • 3 tactics to use if you feel you’ve been “ghosted”.
  • BONUS PDF: 100 sample questions to ask your prospects.


You’ll receive the entire course immediately, but by all means;

Go at your own pace!


Your computer screen.

What’s Included?

(4) 60 minute prerecorded sessions with over 75 actionable tips


50 email Templates

5 Bonus PDFs

(4) Assignments and individualized feedback from Paul Castain

Access to secret resource page with additional PDFs, articles, etc.

Email access to Paul Castain to answer any questions related to the course material

How Much?


Please click HERE to gain access!

I look forward to learning with you!

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

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