Paul Castain's Blog

Phone Objections . . . How Many Times Should Someone Have To Say “No”?

Posted January 11, 2022

You call a potential client hoping to set an appointment and then it happens;

They tell you they’re not interested or any variation of “Thanks, but no thanks”.

Do you politely exit the call?

Do you try to make another go at it and if so;

How many “No’s” should we entertain before we politely exit the call and move on?

Here are two extremes that suck . . .

Extreme #1: You take the “No” and respectfully end the call.

Not a fan of this one!


I’m of the mindset that the first “No” is more of a default response so they can get back to work quicker.

Think I’m kidding?

Get in the habit of jotting down, word for word, what people tell you when they want to get you off their phone.

I’m willing to bet that they’ll say the same thing to you;

Whether you call them back 6 months, 6 years or;

If you tell them that you made too much money last year and your accountant wants you to give away 6 million dollars.

The first “No” is their “throw away”, their “auto-eject” and sadly;

Many reps accept it and move on!

Extreme #2: You wait until they tell you “No” three times before politely exiting the call.

This is how lots of reps are taught and its a great way to piss someone off, especially during a pandemic.

And then there’s this;

If you interrupt me from what I’m doing, and make me say “No” three times;

On the third “No” they will have to surgically remove my foot, from your ass!

So if one “No” is too little and;

Three is too many . . .

Two might be your best bet because now you can work past the “knee-jerk” objection while;

Respecting the recipient’s Gluteal region by not becoming a pain in it!



What are your thoughts . . .

How many “No’s” should we accept before politely exiting a cold call?

One more thing before you go . . .

On a scale from 1-10, how would you rate your prospecting skills during the pandemic?

No matter where you landed on that scale from 1-10, there’s ALWAYS room for improvement!

That’s why you should check out my prospecting resource!

Here’s what we cover;  

In Session 1, we’re going to explore how you can seriously warm up your cold calls.

We’ll talk about 3 different “scripts” that I’ve designed to be used during the pandemic.

We’ll discuss how you can create a more objection-resistant dialogue while maintaining control of the call. And while we’re at it, we’ll discuss a revised objection handling formula that’s a must if you’re using the phone.

In Session 2, we’ll discuss how you can master this thing we call “email”!

I have tips that will help you with your subject lines, overall message, how to improve your response rates, and a few tactics that will forever change the way you approach emails going forward!

Oh, and you’ll get to send me one of your prospecting emails for an honest and helpful critique. 

In Session 3, we’re going to talk about how you can use creativity to stand out and capture the attention of your prospects.

I’ll be sharing numerous real-life examples of what sales reps have been using during the pandemic.

In Session 4, I’m going to show you how to put everything together into an all caps EPIC prospecting campaign

We’ll explore a lethal tactic called “Mixing and Mapping”.

You’ll be creating a well orchestrated prospecting campaign and sending it to me so I can provide personalized feedback.


Get access today and then go at your own pace!

What’s Included?

(4) 60-75 Minute Pre-Recorded Training Sessions

(3) Phone Scripts

(3) Voicemail Scripts

PDF With Suggested Responses To Typical Phone Objections.

(15) Pandemic Appropriate Email Templates

Bonus PDF With 10 Attention-Getting Subject Lines

PDF With 30 Creative Prospecting Ideas

Folder With A 10 Touch Prospecting Campaign Complete With Suggested Templates and Phone Scripts.

Personalized Feedback After Each Session When You Hand In Your Homework Assignment.

Email Access To Paul Castain To Answer Any Course Related Questions

How Much?


Click HERE to take BETTER control of your prospecting efforts!

Train your ENTIRE sales team for $999!

Yep, Whether you have 5 sales reps or 5,000, you’ll only pay $999 total and;

Each member of your team will have access to Paul Castain and get his personalized feedback with the assignments.

We’ll (and by “We’ll I mean “I’ll”) even throw in a FREE 30 minute conference call for your team when you go with the $999 option.

Click HERE to purchase the team option.

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

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