April 29, 2025 • 12 mins
If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Paul Wise, a heavy cold caller from Normandy, France, targets product managers at software companies and says that nine times out of ten when he gets a decision-maker on the phone, they claim to be "in a meeting."
Three Ways to Handle the "I'm in a Meeting" Prospecting Objection
As I explained to Paul, how you respond in that moment can make or break your opportunity to move forward.
First, let's acknowledge something important: If someone is genuinely in the middle of an important meeting, they typically don't answer calls from unknown numbers. The fact that they picked up your call suggests they might not be as unavailable as they claim.
That said, they might be between meetings, heading into a meeting, or simply using this as a brush-off technique. Regardless of their true situation, you need an objection handling strategy.
Based on my conversation with Paul, here are three effective approaches to handle this common situation:
Approach #1: The Quick Pitch Strategy
This is what Paul has been doing: When he gets someone on the phone who says they're in a meeting, he delivers his DMX (Decision Maker Express) pitch as quickly as possible, then tries to secure a meeting.
Paul mentioned this sometimes works for him. He gets the meeting scheduled, then works hard to ensure they show up by engaging with them on LinkedIn, sending follow-up emails, and basically "surrounding" them with touch points.
The upside: You've got them on the line, so why not take your shot? The downside: Rushing through your pitch can make you sound desperate and reduce your effectiveness.
When to use it: If you have a high-energy personality and can deliver a compelling, concise pitch without sounding rushed, this approach can work. It's especially effective if you have a solid follow-up strategy to ensure they show up to the meeting.
Approach #2: The Acknowledge and Pivot Strategy
Instead of trying to pitch someone who's claimed to be busy, simply acknowledge their situation and pivot directly to scheduling:
"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 2:00, and then we can get together when you do have time to talk?"
This approach demonstrates respect for their time while simultaneously accomplishing your objective of setting an appointment.
What happens next reveals a lot:
If they agree to the meeting, you've accomplished your goal without the rushed pitch.
If they ask, "Who are you again?" they're actually signaling they have more time than they initially let on.
If they say they're not available Thursday, they're engaging in a scheduling conversation—which means they're interested enough to find an alternative time.
When to use it: This works particularly well when you sense the prospect is genuinely busy, but they might be interested with the right approach. It's respectful, professional, and surprisingly effective.
Approach #3: The Non-Complementary Behavior Strategy
This is my personal favorite because it uses 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, deliberately slow down and use a calm, relaxed tone:
"Totally get that. I figured you would be busy. Look, I only have two questions."
Then—and this is critical—be quiet. Let the silence do the work.
If they truly have no time, they'll hang up. But most won't. Instead, they'll likely say something like, "Okay, but go fast."
Now you need to ask a question that gets them engaged—something they can easily answer that reveals qualification information:
"How many data points are you connected to in your current configuration?"
The magic happens in what follows:
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:05):
This is the Sales Gravy Podcast. Hi. I'm
Jeb Blunt, best selling author of fanatical prospecting
Objection, Sales EQ, and Inked, and I'm here
to help you open more doors, close bigger
deals, and rock your commission check.
Alright. It is wisdom Wednesday where you drive
(00:26):
the agenda. On this segment of the sales
group podcast, you bring me your biggest questions,
and I give you my best answers.
Answers, by the way, that comes straight from
the trenches. Because just like you, I'm out
there prospecting, selling, closing deals, and leading my
sales team every single day.
Before I get started, I've got some fantastic
news.
We're gonna be announcing the date and location
(00:46):
of the next outbound conference very soon.
Now outbound is the biggest, baddest conference in
sales. And if you haven't been there, this
is one you need to put on your
bucket list.
Now tickets are extremely limited, and we sell
out every single time. But right now, you
can get on the waiting list to get
first dibs on early bird ticket discounts at
outboundconference.com.
(01:08):
That's outboundconference.com.
Alright. Let's take the next caller.
Hey. Next up on the show is, Paul
Wise from Normandy, France, but through New Jersey,
I think, as I understand it. That's correct.
Well, thank you for reading my new book,
the AI Edge. I'm I appreciate that. Love
it. What's happening in your world in France?
(01:30):
I work at USEDATA.
K. Love my love my job. I I've
been there about eight months.
Doing very well. Don't struggle to hit quota.
I always want to improve, though. Most of
the time, I when I call, I do
a lot. I'm very heavy cold call. I
am not a strong believer
in the AI emails and all that.
(01:50):
Old school. I'm 54 years old, so I
did a lot of telemarketing
and college and blah blah blah. But to
get to the point, when I call,
nine times out of 10, decision maker is
in the meeting.
K. So I don't always know how to
approach that. Let me ask you a question.
Is the decision maker answering the phone and
telling you they're in the meeting, or is
there a gatekeeper telling you that they're in
the meeting? Well,
(02:11):
ZoomInfo does a good job of providing mobile
numbers. Mhmm. So they answer the phone, and
I can hear background noise. I can tell
they're in a meeting or just from the
way they answer that they're busy
or they tell me. So
it runs the gamut. It really does. Tell
me what UseData does real quickly. Well, we
are an iPaaS solution provider. UseData helps companies
(02:31):
connect their critical data sources to improve performance
management. Okay. So it's about building out the
ecosystem.
What's the typical
role of the person that you're calling? Product
managers or software companies.
Okay. Couple of things. There's one school of
thought that says
pitch fast. I got them on the phone.
They answer the phone. Pitch them as fast
as I can. It sometimes works. Like, you
(02:52):
you pitch them. You send them over a
meeting invite, and you said a certain number
of them show up. Yeah. What's your show
rate? The show rate's always lower, obviously, when
I don't really have solid conversation with the
person
and can
validate what they've told me and do all
these cool things. I think one school of
thought would be, hey. They answered the phone.
You got them, so go for it. Okay?
(03:14):
Yeah. There's another school of thought that would
say,
rather than pitch them in the moment, just
acknowledge the fact they're busy and then go
for the jugular and set the appointment. For
example, if I called you and you said,
hey, Jeff. Look. I'm in a meeting right
now. I can't talk. I would say, look.
I totally expected you to be in a
meeting and not be able to talk, and
that's why I called because I wanna find
time that's more convenient for you. Why don't
(03:34):
I send you a meeting invite for Thursday
at 02:00, and then we can get together
when you do have time to talk? Yeah.
Like, with with no pitch right at all.
I'm just all I'm doing is acknowledging I
mean, they answered
the freaking phone. Okay? So
if they were that busy, like, you're in
a meeting. Right? Your phone rings and you
don't know who it is and you answer
it. I'm not sure you're that busy. You're
right. Rather than try to talk fast,
(03:56):
right, which can work and not work, and
you're, like, you got that energy level, Paul,
that and I you like, I've known you
for a long time from social media because
you've you've followed me around and you comment
on things. So you have the ability to
do that where a lot of people wouldn't
have the ability to do that. You can
just acknowledge it. I just say, say, look.
That's exactly why I called because I knew
you were gonna be in a meeting and
you wouldn't have time to talk. So all
I want is a time that's more convenient
for you. How about Thursday at two? I'll
(04:16):
send over a meeting invite.
And most of them will go, yeah.
Or they'll go, like, who are you again?
And as soon as they say that, like,
they're telling you I got time.
Yeah. Yeah. You're right. You're absolutely right. And
that's like when people will go, I'm in
my car. I can't talk right now. I'm
like,
if you were in your car and you
couldn't talk, why'd you answer the phone? So
I just keep moving. Like, I just I
(04:38):
just barrel forward. Okay? That would be another
way of looking at it. Right? You so
you could say, I'm gonna go ahead and
pitch them on why they should talk to
me, send over a meeting invite, and then
work it as hard as I can to
get them to show up. I can take
that as an objection, and rather than pitching,
just use an objection turnaround by
acknowledging the situation.
(04:58):
Totally get it. I figured you'd be in
a meeting right now. I mean, why wouldn't
you be? And that's why I called. So
I wanted to find a time that's more
convenient for you. Let's pick another time. And
then they're either gonna say yes, and then
you're gonna run your play anyway. Like, you're
gonna send them a video, send them a
meeting invite, stalk them on LinkedIn, you know,
surround them completely, or they're gonna go, wait
a minute. I I don't have time on
Thursday. And then at that point, they're talking.
(05:19):
And if they start talking, you can go,
well, if you don't have the time, let
me ask you a couple of questions.
Okay. Go ahead. At that point, I gotcha.
And that leads me to the third thing
you can do. Right? So if they answer
the phone Right.
It they sound busy to you. Right? So
it's their tone of voice that starts impacting
you. Emotions are contagious. So what they're doing,
right, they they're hitting you. So you just
(05:40):
slow it down. They go, I'm really busy
right now. I can't talk. And you go,
totally get that. I figured you would be
busy. Look. I only have two questions, and
you just be quiet. I only have two
questions. Quiet.
At that point, I'm just qualifying. Right? If
they don't have time, they're gonna hang up
on you. Probably happens to you every once
in a while. Like, it's just gonna click.
Right? Yeah. If they don't if they truly
(06:00):
don't have time, they're gonna hang up. This
is called a noncomplementary behavior. They're they're like,
I I don't have any time right now.
And the only reason they're saying that is
they realize the mistake they made is that
they picked up the phone and you're on
the other end of the line. So in
that case, you go, I knew you were
gonna be busy in a meeting. I only
have two questions. You're relaxed. They're moving fast.
Don't say another word. Let them fill in
(06:20):
the gap. If they go, okay. But go
fast. Now
you need to ask the question that's gonna
get them to engage. Like, now you need
to ask the question that's gonna get them
to say blah. So your question might be
a qualifying question. Then it might be, I
just wanna know
how many I'm making this up. Okay? Yeah.
Yeah. How many data points
(06:40):
you're connected to
in your current configuration? I'm just making that
up. Okay? Right. Right. Right. But it's a
question that they should know the answer to,
but would tell you that if there's more
than 10 of those, I need to be
talking to this person. It's like a setup
question, but it's a question that they'll wanna
answer. And then whatever they say, you go,
that's exactly why we need to get together.
Let me send you a meeting invite. I've
(07:02):
got an opening at Thursday at two so
I can ask you a few more questions
because we can help you with that problem.
You see you see how we're doing that?
I absolutely do. I've I've picked I've taken
notes of some great tidbits survey. Thanks. I
would look at one of those, like, one
of those three things. So what you're what
you're doing now sounds like it's working okay.
Like, I mean, you're pitching and you're getting
(07:22):
me so if you were getting no meetings
at all, I would say, okay. We need
to quit doing that, but it is working.
And then you've got a way of managing
to get more people to show up. We've
got the we'll treat it as an objection
and just do a quick turnaround, and we're
gonna go, bam, ask for the meeting without
any pitching at all. Or
we look at it as an opportunity to
test whether or not they're really busy
by using noncomplimentary
(07:43):
behavior to slow the process down
and then throw into their lap, hey. I
just got two questions, and you shut up.
After that, you're gonna know. They're either gonna
go, I don't have to have a talk
right now. In that case, you go, hey.
I figured you wouldn't. Let's go ahead and
set a call on Thursday at two, send
them a meeting invite, or they hang up
the phone on you. They they say, screw
you and hang the phone up. I guess
in Jersey, they would say, screw you and
(08:03):
the horse you rode in on click. Or
they go, okay. I got two seconds. I
mean, just shoot them to me fast. And
you throw the question out there. And what
I'm always listening to when I throw the
question out there is how long does it
take them to answer the first question? If
they start slowing down and giving me information,
I'll pay attention to go,
can I push it for a couple more
questions? And then if I can get them
talking, I'm gonna be in. If I don't
feel like I can push it a couple
(08:24):
more questions, I just say, that's exactly why
we should get together.
How's that sound? That's great. That's great. Very
good. So but people don't know about you
is that I think you've got a a
place in Paris and a place on the
coast.
So Yeah. This is, like, this is what
sales does. Right? We have the most lucrative
careers
in business,
period. Right? I love I love what I
(08:46):
do. I love sales. I love I pitch
myself. I get to do this. And I'm
gonna let you set me up. We're gonna
do just one promo here before I let
you go. And that is, the outbound conference
will be up again.
We're gonna it runs every other year. So
you can go to outboundconference.com.
Right now, outboundconference.com,
and click the button, and you can put
your name on the waiting list. Yes, sir.
(09:08):
And we're gonna send the people on that
waiting list the first dibs because we always
come out with early bird tickets that are
significantly discounted. So, like, the first Okay. 50
people or so. So anybody who's listening, if
you wanna get on the the mailing list,
we haven't announced the date or the location
yet, but our team is hard at work
finding the location, and the location's gonna kinda
the date to us because we gotta work
with their schedules.
(09:29):
But once we have that up, we're gonna
send we'll send out early bird tickets. So
go to outboundconference.com,
put your name on the waiting list, and
it should be about sixty days, and we'll
be ready to roll. Well, congratulations for all
that that you've achieved and keep achieving. And
the your biggest accomplishment is your son will
work with you,
Jeff Junior.
That is true. Accomplishment. That is true. Yes,
(09:50):
sir. Right? That is true. To them. He's
he's that is my biggest accomplishment, hands down.
Thanks, Paul. Have a nice one.
I'm gonna wrap this up in a minute
with my final thoughts on prospecting objections. But
first, if you got a question for me,
please go to salesgravy.com/ask.
That's salesgravy.com/ask,
(10:12):
and one of our kind producers will get
in contact with you to get you scheduled
to join me on the show.
Of all objections, prospecting objections are the most
severe.
They can be harsh, cold, and at times,
just flat out rejection.
And that's because to be effective at prospecting,
you have to interrupt people. And people, well,
they don't like to be interrupted.
(10:33):
But if you want a full pipeline and
to sell more, earn more, and win more,
then you've got to interrupt prospects. Because if
you wait for prospects to interrupt you, you
will fail and you will starve to death.
But it can be awkward to interrupt someone's
day, especially when they say illogical things like,
I don't have time to talk right now,
after they actually picked up the phone and
started talking with you. Dealing with these responses
(10:55):
can make you feel vulnerable and leave you
struggling with what to say.
But the thing is, there are only a
handful of possible objections.
Usually, around five that make up about 80%
of those that are thrown at you. And
that's good news because you can easily anticipate
the prospecting objections you'll face and have a
response prepared and practice in advance so that
(11:17):
you maintain confidence, poise, and control when you
get hit with them. To learn more about
handling prospecting objections,
go grab a copy of my best selling
book, Objections,
from Amazon, Barnes and Noble, Audible, and Spotify.
And on your next call block, when you
feel like you can't take any more rejection,
when you are ready to call it quits,
(11:38):
push yourself to keep going and make one
more call.
This is Jab Blunt, and I'll see you
next time on the Sales Groovy Podcast.
This is the Sales Gravy Podcast. Hi. I'm
Jeb Blunt, best selling author of fanatical prospecting
Objection, Sales EQ, and Inked, and I'm here
to help you open more doors, close bigger
deals, and rock your commission check.
Alright. It is wisdom Wednesday where you drive
(00:26):
the agenda. On this segment of the sales
group podcast, you bring me your biggest questions,
and I give you my best answers.
Answers, by the way, that comes straight from
the trenches. Because just like you, I'm out
there prospecting, selling, closing deals, and leading my
sales team every single day.
Before I get started, I've got some fantastic
news.
We're gonna be announcing the date and location
(00:46):
of the next outbound conference very soon.
Now outbound is the biggest, baddest conference in
sales. And if you haven't been there, this
is one you need to put on your
bucket list.
Now tickets are extremely limited, and we sell
out every single time. But right now, you
can get on the waiting list to get
first dibs on early bird ticket discounts at
outboundconference.com.
(01:08):
That's outboundconference.com.
Alright. Let's take the next caller.
Hey. Next up on the show is, Paul
Wise from Normandy, France, but through New Jersey,
I think, as I understand it. That's correct.
Well, thank you for reading my new book,
the AI Edge. I'm I appreciate that. Love
it. What's happening in your world in France?
(01:30):
I work at USEDATA.
K. Love my love my job. I I've
been there about eight months.
Doing very well. Don't struggle to hit quota.
I always want to improve, though. Most of
the time, I when I call, I do
a lot. I'm very heavy cold call. I
am not a strong believer
in the AI emails and all that.
(01:50):
Old school. I'm 54 years old, so I
did a lot of telemarketing
and college and blah blah blah. But to
get to the point, when I call,
nine times out of 10, decision maker is
in the meeting.
K. So I don't always know how to
approach that. Let me ask you a question.
Is the decision maker answering the phone and
telling you they're in the meeting, or is
there a gatekeeper telling you that they're in
the meeting? Well,
(02:11):
ZoomInfo does a good job of providing mobile
numbers. Mhmm. So they answer the phone, and
I can hear background noise. I can tell
they're in a meeting or just from the
way they answer that they're busy
or they tell me. So
it runs the gamut. It really does. Tell
me what UseData does real quickly. Well, we
are an iPaaS solution provider. UseData helps companies
(02:31):
connect their critical data sources to improve performance
management. Okay. So it's about building out the
ecosystem.
What's the typical
role of the person that you're calling? Product
managers or software companies.
Okay. Couple of things. There's one school of
thought that says
pitch fast. I got them on the phone.
They answer the phone. Pitch them as fast
as I can. It sometimes works. Like, you
(02:52):
you pitch them. You send them over a
meeting invite, and you said a certain number
of them show up. Yeah. What's your show
rate? The show rate's always lower, obviously, when
I don't really have solid conversation with the
person
and can
validate what they've told me and do all
these cool things. I think one school of
thought would be, hey. They answered the phone.
You got them, so go for it. Okay?
(03:14):
Yeah. There's another school of thought that would
say,
rather than pitch them in the moment, just
acknowledge the fact they're busy and then go
for the jugular and set the appointment. For
example, if I called you and you said,
hey, Jeff. Look. I'm in a meeting right
now. I can't talk. I would say, look.
I totally expected you to be in a
meeting and not be able to talk, and
that's why I called because I wanna find
time that's more convenient for you. Why don't
(03:34):
I send you a meeting invite for Thursday
at 02:00, and then we can get together
when you do have time to talk? Yeah.
Like, with with no pitch right at all.
I'm just all I'm doing is acknowledging I
mean, they answered
the freaking phone. Okay? So
if they were that busy, like, you're in
a meeting. Right? Your phone rings and you
don't know who it is and you answer
it. I'm not sure you're that busy. You're
right. Rather than try to talk fast,
(03:56):
right, which can work and not work, and
you're, like, you got that energy level, Paul,
that and I you like, I've known you
for a long time from social media because
you've you've followed me around and you comment
on things. So you have the ability to
do that where a lot of people wouldn't
have the ability to do that. You can
just acknowledge it. I just say, say, look.
That's exactly why I called because I knew
you were gonna be in a meeting and
you wouldn't have time to talk. So all
I want is a time that's more convenient
for you. How about Thursday at two? I'll
(04:16):
send over a meeting invite.
And most of them will go, yeah.
Or they'll go, like, who are you again?
And as soon as they say that, like,
they're telling you I got time.
Yeah. Yeah. You're right. You're absolutely right. And
that's like when people will go, I'm in
my car. I can't talk right now. I'm
like,
if you were in your car and you
couldn't talk, why'd you answer the phone? So
I just keep moving. Like, I just I
(04:38):
just barrel forward. Okay? That would be another
way of looking at it. Right? You so
you could say, I'm gonna go ahead and
pitch them on why they should talk to
me, send over a meeting invite, and then
work it as hard as I can to
get them to show up. I can take
that as an objection, and rather than pitching,
just use an objection turnaround by
acknowledging the situation.
(04:58):
Totally get it. I figured you'd be in
a meeting right now. I mean, why wouldn't
you be? And that's why I called. So
I wanted to find a time that's more
convenient for you. Let's pick another time. And
then they're either gonna say yes, and then
you're gonna run your play anyway. Like, you're
gonna send them a video, send them a
meeting invite, stalk them on LinkedIn, you know,
surround them completely, or they're gonna go, wait
a minute. I I don't have time on
Thursday. And then at that point, they're talking.
(05:19):
And if they start talking, you can go,
well, if you don't have the time, let
me ask you a couple of questions.
Okay. Go ahead. At that point, I gotcha.
And that leads me to the third thing
you can do. Right? So if they answer
the phone Right.
It they sound busy to you. Right? So
it's their tone of voice that starts impacting
you. Emotions are contagious. So what they're doing,
right, they they're hitting you. So you just
(05:40):
slow it down. They go, I'm really busy
right now. I can't talk. And you go,
totally get that. I figured you would be
busy. Look. I only have two questions, and
you just be quiet. I only have two
questions. Quiet.
At that point, I'm just qualifying. Right? If
they don't have time, they're gonna hang up
on you. Probably happens to you every once
in a while. Like, it's just gonna click.
Right? Yeah. If they don't if they truly
(06:00):
don't have time, they're gonna hang up. This
is called a noncomplementary behavior. They're they're like,
I I don't have any time right now.
And the only reason they're saying that is
they realize the mistake they made is that
they picked up the phone and you're on
the other end of the line. So in
that case, you go, I knew you were
gonna be busy in a meeting. I only
have two questions. You're relaxed. They're moving fast.
Don't say another word. Let them fill in
(06:20):
the gap. If they go, okay. But go
fast. Now
you need to ask the question that's gonna
get them to engage. Like, now you need
to ask the question that's gonna get them
to say blah. So your question might be
a qualifying question. Then it might be, I
just wanna know
how many I'm making this up. Okay? Yeah.
Yeah. How many data points
(06:40):
you're connected to
in your current configuration? I'm just making that
up. Okay? Right. Right. Right. But it's a
question that they should know the answer to,
but would tell you that if there's more
than 10 of those, I need to be
talking to this person. It's like a setup
question, but it's a question that they'll wanna
answer. And then whatever they say, you go,
that's exactly why we need to get together.
Let me send you a meeting invite. I've
(07:02):
got an opening at Thursday at two so
I can ask you a few more questions
because we can help you with that problem.
You see you see how we're doing that?
I absolutely do. I've I've picked I've taken
notes of some great tidbits survey. Thanks. I
would look at one of those, like, one
of those three things. So what you're what
you're doing now sounds like it's working okay.
Like, I mean, you're pitching and you're getting
(07:22):
me so if you were getting no meetings
at all, I would say, okay. We need
to quit doing that, but it is working.
And then you've got a way of managing
to get more people to show up. We've
got the we'll treat it as an objection
and just do a quick turnaround, and we're
gonna go, bam, ask for the meeting without
any pitching at all. Or
we look at it as an opportunity to
test whether or not they're really busy
by using noncomplimentary
(07:43):
behavior to slow the process down
and then throw into their lap, hey. I
just got two questions, and you shut up.
After that, you're gonna know. They're either gonna
go, I don't have to have a talk
right now. In that case, you go, hey.
I figured you wouldn't. Let's go ahead and
set a call on Thursday at two, send
them a meeting invite, or they hang up
the phone on you. They they say, screw
you and hang the phone up. I guess
in Jersey, they would say, screw you and
(08:03):
the horse you rode in on click. Or
they go, okay. I got two seconds. I
mean, just shoot them to me fast. And
you throw the question out there. And what
I'm always listening to when I throw the
question out there is how long does it
take them to answer the first question? If
they start slowing down and giving me information,
I'll pay attention to go,
can I push it for a couple more
questions? And then if I can get them
talking, I'm gonna be in. If I don't
feel like I can push it a couple
(08:24):
more questions, I just say, that's exactly why
we should get together.
How's that sound? That's great. That's great. Very
good. So but people don't know about you
is that I think you've got a a
place in Paris and a place on the
coast.
So Yeah. This is, like, this is what
sales does. Right? We have the most lucrative
careers
in business,
period. Right? I love I love what I
(08:46):
do. I love sales. I love I pitch
myself. I get to do this. And I'm
gonna let you set me up. We're gonna
do just one promo here before I let
you go. And that is, the outbound conference
will be up again.
We're gonna it runs every other year. So
you can go to outboundconference.com.
Right now, outboundconference.com,
and click the button, and you can put
your name on the waiting list. Yes, sir.
(09:08):
And we're gonna send the people on that
waiting list the first dibs because we always
come out with early bird tickets that are
significantly discounted. So, like, the first Okay. 50
people or so. So anybody who's listening, if
you wanna get on the the mailing list,
we haven't announced the date or the location
yet, but our team is hard at work
finding the location, and the location's gonna kinda
the date to us because we gotta work
with their schedules.
(09:29):
But once we have that up, we're gonna
send we'll send out early bird tickets. So
go to outboundconference.com,
put your name on the waiting list, and
it should be about sixty days, and we'll
be ready to roll. Well, congratulations for all
that that you've achieved and keep achieving. And
the your biggest accomplishment is your son will
work with you,
Jeff Junior.
That is true. Accomplishment. That is true. Yes,
(09:50):
sir. Right? That is true. To them. He's
he's that is my biggest accomplishment, hands down.
Thanks, Paul. Have a nice one.
I'm gonna wrap this up in a minute
with my final thoughts on prospecting objections. But
first, if you got a question for me,
please go to salesgravy.com/ask.
That's salesgravy.com/ask,
(10:12):
and one of our kind producers will get
in contact with you to get you scheduled
to join me on the show.
Of all objections, prospecting objections are the most
severe.
They can be harsh, cold, and at times,
just flat out rejection.
And that's because to be effective at prospecting,
you have to interrupt people. And people, well,
they don't like to be interrupted.
(10:33):
But if you want a full pipeline and
to sell more, earn more, and win more,
then you've got to interrupt prospects. Because if
you wait for prospects to interrupt you, you
will fail and you will starve to death.
But it can be awkward to interrupt someone's
day, especially when they say illogical things like,
I don't have time to talk right now,
after they actually picked up the phone and
started talking with you. Dealing with these responses
(10:55):
can make you feel vulnerable and leave you
struggling with what to say.
But the thing is, there are only a
handful of possible objections.
Usually, around five that make up about 80%
of those that are thrown at you. And
that's good news because you can easily anticipate
the prospecting objections you'll face and have a
response prepared and practice in advance so that
(11:17):
you maintain confidence, poise, and control when you
get hit with them. To learn more about
handling prospecting objections,
go grab a copy of my best selling
book, Objections,
from Amazon, Barnes and Noble, Audible, and Spotify.
And on your next call block, when you
feel like you can't take any more rejection,
when you are ready to call it quits,
(11:38):
push yourself to keep going and make one
more call.
This is Jab Blunt, and I'll see you
next time on the Sales Groovy Podcast.
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