Objection handling

Handling the Gatekeeper "He's in a Meeting" Objection

The gatekeeper's job is to protect their boss's time from exactly you. Win them as an ally rather than treating them as an obstacle and doors open.

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"He's in a meeting right now"

Why prospects say it

'In a meeting' is the standard, low-effort screen — it may be true or a polite block. Either way, the gatekeeper controls access and remembers how you treat them. Rudeness or trickery gets you permanently blocked; respect and clarity get you a callback window or a warm transfer.

How to handle it

Treat the gatekeeper as a decision-maker in their own right — be warm and use their name.
Be transparent about who you are and why, briefly; secrecy triggers the shield.
Ask for their help rather than demanding access — people help those who ask well.
Get intel: the best time to reach the person and how they prefer contact.
Leave a crisp, intriguing message they can actually relay accurately.

What you can actually say

No problem at all — you probably know his day better than anyone. When's realistically the best window to catch him?

Totally fair, I'll keep this easy for you. I'm [name] from [company], I called about [one line] — how would you suggest I reach him?

I don't want to be a pain to you every day. Is there a time you know he's usually free, or is email better first?

Could you do me a favour and pass on that I called about [specific, relevant hook]? If it's not for him, I'll happily drop it.

What to avoid

Don't try to trick or steamroll the gatekeeper ("he's expecting my call") — they'll clock it and quietly bury you forever.

How Tepio helps with this one

Tepio's brief often surfaces the right contact and role, so you sound informed to the gatekeeper instead of fishing for a name.

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