Paul Castain's Blog

The Best Way To “Handle” A Phone Objection

Posted January 14, 2022

Most cold calls die with an objection.

The best way for you to “handle” that phone objection is to know where and how you’re losing control in the first place!

That’s why you need to start taping your end of your cold calls.

It will help you pinpoint where (and HOW) you’re losing control

Listen to what you’re saying as well as HOW you’re saying it.

Listen to the tape.

Did you say something on the front end that inspired that objection?

Could you have said something MORE COMPELLING on the front end?

Did you sound confident?

Did you sound nervous?

How about your “ums” and “you knows”?

When you were presented with an objection;

How did you handle it?

Did you offer a compelling rebuttal or something out of a 1970’s “telemarketing” book?

Did you sound confident?

Did you sound nervous?

Did you come across as argumentative instead of passionate about helping the person on the other end of that phone?

Don’t just look for the things you could have done better;

Make sure you identify the things you did well too!

At some point during your call, you may have been thrown off balance. When we get thrown off balance, we reach for our words. A recording will allow you to step back and determine if what you reached for is worth reaching for again! It might also show what threw you off balance in the first place.

So here’s where I want to challenge you;

I’m willing to bet that this isn’t the first time you heard about taping your end of your cold calls.

You probably knew that already, right?

Knowing isn’t the same as doing, so;

Today, I’m challenging you to actually do it!

By the way . . .

I put together several tips, tactics, and templates to help you with your prospecting efforts.

Here’s what we’re going to 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 I just created (as in today) 15 new templates that I’ll throw in to sweeten the deal.

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 share numerous real-life examples of what sales reps have been using during the pandemic as well as a bonus PDF with over 30 more creative prospecting ideas!

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” and I’m even going to write out a complete, 10 touch, prospecting campaign for you complete with phone scripts, email, and LinkedIn templates.


Whenever you’d like. Go at your own pace. It’s all pre-recorded.


Join us from your favorite chair!



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

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