Ever been ambushed by a question that knocks the wind out of you? Like the dreaded: “Wait… how did you get my number?”
You feel that cold pause. Your mind spins. Your pitch goes out the window.
I used to fumble hard here. Until I learned one of the sneakiest tricks in the telemarketing industry.
No sales trainer teaches it. We called it: Focus Shifting.
Here’s how it works:
When a prospect throws a curveball that derails your flow...
❌ “Can you send me an email?”
❌ “Who are you with again?”
❌ “How did you get my number?”
...you don’t resist. You redirect.
Like this:
Prospect: “How did you get my number?”
✔ You: “We pull from verified databases of companies expanding overseas, and I noticed yours came up. How are you currently managing international payroll?”
Boom.
You gave them an answer. But you didn’t let them hijack the narrative.
That’s focus shifting.
Why does it work?
Because prospects don’t care about you. They care about solving something. Your job is to stay on that thread... even when they try to snip it.
THE POWERDIAL EDGE TO MASTER FOCUS SHIFTING
Here's a solid guide on how to apply focus shifting:
Acknowledge the question: Don’t dodge or ignore what they asked. That triggers resistance. Instead, nod to it, show you heard them. A simple “Good question,” or “Totally fair to ask” keeps things human.
Give a short answer: Resist the urge to explain your whole life story. One line. Keep it factual, unemotional, and fast. You’re not here to justify—you’re here to pivot.
Pull them back into their world: This is where the magic happens. Ask a sharp question that forces them to think about their current process, pain, or gaps. The conversation shifts from defensive… to curious.
Focus shifting is particularly useful to:
Stay in control of chaotic calls
Create micro-curiosity
Avoid rabbit holes
Sound like you actually know what you’re doing
✅ Action Steps For The Week
Script your 3 most common “derail” questions: Write down the top questions that usually throw you off during cold calls (e.g., “Can you email me?” or “Where are you calling from?”). Awareness is the first step to control.
Craft a focus-shifting reply for each one: Use the formula: Acknowledge ➝ One-line answer ➝ Redirect to value. Practice saying them out loud until they feel natural.
Run 5 calls using your new redirects: Test your new responses on live calls this week. Track how often you stay in control—and how many more productive conversations you spark.
Before You Close This Tab...
Most salespeople lose control the moment a call veers off course. But the pros? They don’t panic, they guide the conversation back to where it matters.
Focus shifting isn’t about clever comebacks. It’s about staying anchored in your value, even when the prospect tries to pull you somewhere else.
This week was about holding your ground. Next week, I’ll show you how I stand out from the crowd... without trying to be flashy or loud.
It’s a method I’ve used for years, and it works in ways most people overlook. See you then.
Be ready.
— Sheriff
