This presentation highlights 5 ways one can employ to deal with rejection in Inside Sales.

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
5 Ways to Deal with Rejection in
Inside Sales
Meet Goals, Beat Competition, Exceed Expectations

2. Deal with that. The other times, though? It’s not you. This is the hardest thing for
anyone who gets into sales. When someone isn’t interested in talking with
them, they take it personally. “What did I do wrong? What didn’t I say? Why don’t
they like me?” are all things that go through their head. It had nothing to do with
you, though. One needs to learn that rejection is part of the process and not to be
taken personally.
Don’t Take it Personal
When a prospect tells you “no,” or that they’re
not interested in your services or
solutions, you have to remember that nine
times out of ten, it is not a reflection of you as
a person. That one time out of ten, it may be
because you flubbed up your intro, or you just
totally froze when the other end of the call
picked up.
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3. AAyuja Internal and Confidential © 2012
You didn’t pre-call plan (or didn’t do it right. Check out this great article on pre-call
research http://labs.openviewpartners.com/pre-call-research-doesnt-make-cold-
leads-warm). The point here is that when you do get rejected, take a minute and
figure out why. Don’t just smile and dial on to the next call..
Don’t Just Smile and Dial
When you do get rejected, it does give you
reason to pause and level set. Do you know
about the prospect that you’re calling next?
Why are you calling them? Maybe the reason
you heard a “no” was because you didn’t do
your homework.
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4. AAyuja Internal and Confidential © 2012
We’ll make dumb decisions or poor plays, and only end up losing chips faster. Don’t
dial “on tilt,” either. Don’t get mad because someone said “no” to you. Getting mad is
only going to set yourself up for further failure.
Don’t Dial “On Tilt”
We picked up this term from watching and
playing poker. We would find that if we lost a
hand that we were certain to win, we would
get really angry or frustrated.
One would then begin playing looser in hopes
of regaining the money they had lost. This
often leads to playing hands that one
normally had no business playing.
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5. AAyuja Internal and Confidential © 2012
Don’t Take Too Long In Between
Calls
Here’s what happens to people when they
start their inside sales career.
They get rejected and take it personally. Most
fail, and can’t handle it. They throw their
headsets, get up and walk around. Then they
go get a drink and hang with other reps. Some
even go play a game and get another drink!
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The idea is that people often do just about anything they could do to keep away from
getting rejected again. Don’t do that. Like we said, getting rejected gives us a great
reason to pause and reflect, but not to waste time.

6. AAyuja Internal and Confidential © 2012
It’s important to try to set goals and keep yourself accountable with the number of
calls you make. Whether you're making 5 calls a day or 50, keep going and don’t
stop.
Don’t Give Up
Lastly, and above all else, don’t give up.
Getting rejected is part of the job! If selling
was easy, everyone would do it! Resolve
yourself to keep going, regardless of the
outcome of the day’s calls. Some days you’re
going to hear “no” on 100 calls, BUT it’s the
inside sales rep who doesn’t give up that will
hear the “yes” on call 101. Do not give up!.
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