Paul Castain's Blog

My 3 Step “Objection Buster” Formula (And The Step Most Reps Miss Completely)

Posted November 8, 2018

When it comes to making cold calls, objections can shut us down mighty quick!

There’s a simple, 3 step formula I teach my coaching clients and as important as the first 2 steps are;

MOST reps miss the third step completely.

The third step is;

Redirect BACK To The “ASK”

If you’re like me, your “ask” is for an appointment to either meet face to face or;

A discovery call.

Sounds awfully basic, but when you look at how most reps tackle a phone objection they;

“Handle” the objection and then go silent!

Why would you ever go through all the trouble of “handling” an objection;

Only to give the person on the other end of that phone;

An opportunity to reload and fire another objection at you!

So my advice is simple;

“Handle” the objection the way you normally would and then;

Redirect back to your “ask”.

If you’d like the template with ALL 3 Steps Of My Objection Buster Formula as well as my templates and tactics to avoid getting an objection in the first place;

Please join us next Friday, November 16th, at 11:30 am EST for our webinar.

I’ll be sharing over 25 tips and tactics as well as several templates to help you slam dunk your calling efforts!

Here’s what I’m going to share;

  • 5 Ways To “Soften The Target” BEFORE You Make The Call.
  • How To Warm Up and How To Conduct A “Warm Up” Call.
  • 3 Ways To Perfect Your “Pitch”.
  • What You MUST Say In The First 8 Seconds Of Your Call.
  • How To Use The Preemptive Strike Tactic To Neutralize Objections.
  • How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
  • The 3 Step “Objection Buster” Formula.
  • How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
  • How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
  • An Exercise That Will Triple Your Responses To Typical Objections.


Friday, November 16th, at 11:30 am EST.

Can’t make it?

Sign up anyway and you’ll receive the webinar replay and all the resources listed below.

What’s Included?

(1) 90 Minute Webinar With Mucho Actionable Tips


Webinar Replay

Cold Call Template

7 Objection Buster Templates

How Much?

Normally $99 but if you register BEFORE 6:00 pm EST, November 8th (TODAY), its only $79.

Better hurry if you’d like the discount, it ends shortly!

Please click HERE to lock in on this special savings and to reserve your spot!

… and never miss a beat!
Your Information will never be shared with any third party.
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Company Contact Information

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

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