If you’ve ever cold called a decision-maker, you’ve probably heard, “I’m in a meeting right now.” This might cause you to panic-pitch as fast as you can or hang up and move on. You might not consider that if they were in a meeting, they wouldn’t answer the call in the first place. The old “I’m in a meeting right now” phrase isn’t literal but a polite excuse to not talk to you.

Jeb Blount, the founder and CEO of Sales Gravy, says if you take this excuse at face value every time, you might miss some real opportunities. But what do you do if you hear “I’m in a meeting?” Read on. In this issue of PromoPro Daily, we share Blount’s ideas for handling this common objection.

1. Use the quick pitch strategy. When you hear “I’m in a meeting,” turn to your DMX, or your Decision-Maker Express. Deliver your pitch as fast as possible and then try to get a meeting. Blount says the upside is you’ve got them on the line, so take your shot. The downside is that rushing through your pitch can make you sound desperate and reduce your effectiveness. He recommends using this strategy if you have a naturally high-energy personality and can deliver a concise pitch without sounding rushed.

2. Go for the acknowledge and pivot strategy. Instead of trying to pitch someone who’s claimed to be busy, Blount recommends acknowledging their situation and pivoting directly to scheduling. You could say something like, “I totally expected you to be in a meeting and not able to talk. That’s exactly why I called — to find a time that’s more convenient for you. Why don’t I send you a meeting invite for Thursday at 2:30, and then we can get together when you do have time to talk?” Blount says this approach demonstrates respect for their time while simultaneously accomplishing your objective of setting an appointment.

3. Apply the non-complementary behavior strategy. Blount says he particularly likes this approach because it allows you to use psychology to your advantage. When the prospect answers with high energy, saying they’re busy or in a meeting, don’t match their energy. Instead, Blount advises deliberately slowing down and using a relaxed tone. You could say, “Totally get that. I figured you would be busy. Look, I only have 2 questions.” Then, he says it’s critical to stay quiet and let the silence do its work. If they have no time, they’ll hang up. Otherwise, they may say something like, “OK, but make it fast.”

It can feel like you’re being brushed off when you hear “I’m in a meeting,” but don’t let it derail you. Rather than hanging up or speeding through your pitch, pause, breathe and pick the approach that best moves the conversation forward.

Compiled by Audrey Sellers
Source: Jeb Blount is the founder and CEO of Sales Gravy. He’s an internationally renowned keynote speaker, bestselling author and sales expert.