If you make cold calls, you've heard it: "I'm in a meeting."

I’ve been reading a few of Jeb Blount’s blogs recently where he points out that how you respond in that moment separates average reps from top performers.

Here are 3 proven ways to respond when a prospect throws this objection your way:

1. Quick Pitch Strategy

This is for high-energy sellers who can deliver their message clearly in 20–30 seconds.

If the prospect picks up your call, they might not be that busy. So go for it. Hit them with a concise pitch that sparks curiosity, then lock in the meeting.

But beware though, rushing can make you sound desperate. You need to follow up with LinkedIn touches, emails, and reminders to ensure they show.

2. Acknowledge & Pivot Strategy

This is about respecting their time while achieving your goal:

"Totally expected you’d be busy and that’s exactly why I called, to schedule something better. What about Thursday at 2pm?”

Now they’re either booking the time, asking who you are (which means they are interested), or suggesting an alternative.

It’s low-pressure, professional, and surprisingly effective when they’re genuinely busy or just brushing you off.

3. Non-Complementary Behaviour Strategy

This is where psychology wins.

When they rush you with “I’m busy,” you slow down. Lower your tone. Add a pause. Then say:

"I figured you’d be tied up. I just have two quick questions."

Let the silence work. If they engage, ask something qualifying that gets them talking. If they answer, it’s game on. If they hang up, you’ve lost nothing.

Each tactic has its time. The key is knowing your style, reading their tone, and staying calm. Objections aren’t roadblocks, they’re opportunities in disguise.

#SalesTips #Prospecting #ColdCalling #SalesLeadership #ObjectionHandling #JebBlount #SalesMindset

https://youtu.be/fJR_zMCAkrk