How to Use Rejection to Build Your Sales Strategy

“No.” As an insurance agent, that’s a word you probably don’t like to hear. But while a rejection on your sales pitch can be frustrating and demoralizing, you can also take every “no” and use them to build a stronger sales strategy that will increase your chances of getting that next “yes!”

Identify the Common Reasons for Saying No

Whenever someone says “no” to your sales pitch, make a note of why they’re not interested or receptive. If there is a common problem that arises, it could be a sign that it’s time to revisit or tweak your sales pitch. For example, if a few potential customers tell you they don’t know enough about you or your company, it could be a sign that you need to redo your pitch to better showcase your experience, integrity, and commitment.

Some common reasons why people say “no” to sales pitches include:

  • Timing issues
  • Fear of change or unwillingness to commit to something new
  • Negative prior experience
  • Prior commitment
  • Financial concerns

Be Prepared

Once you’ve identified some common reasons for why people are saying “no” to you, come up with a plan to address these issues. You might consider tailoring your pitch to address the biggest issues, or come with a response to common concerns or questions. Being prepared and doing your research will allow you to provide effective, honest answers to any concerns, and show that you’ve thought of all the issues.

Lead by addressing concerns

If you identify a common theme for why prospective clients are saying “no,” you can also take a defensive approach and address the issues before they come up. For instance, if you know that someone has a previous, negative experience with you or a similar company, you can address that in your pitch by talking about how you’ve improved or what changes have been made since their previous experience. By addressing concerns before your prospective clients brings them up, you show that you’re empathic and willing to discuss their unique needs and experiences, which builds trust and credibility.

Improve your follow-up

Sometimes, the reason for a “no” might be money, time, or a previous commitment. In these cases, you can turn a “no” into a potential “yes” with the right follow-up. If someone expressed interest by said it simply wasn’t the right time for a chance, for example, incorporate this into your follow-up. This shows that you’re attentive to their needs and concerns, and that you’re willing to communicate with them to find a solution that fits with their needs.

Insured Solutions provides innovative alternative worker’s compensation insurance solutions. When you’re out of options for your client, we can help!

  • Clients with high risk have trouble qualifying for traditional worker’s compensation insurance, or getting good workers’ compensation rates. Our PEOs can help you cover difficult-to-place clients.
  • Our PEOs do not require a large down payment, and rates are based on actual wages paid, rather than estimates. This means there’s no audit (or nasty surprises) at the end of the year, and frees up your client’s cash flow throughout the year.
  • Our behavioral risk management program helps to reduce your client’s overall risk, giving them access to better rates in the traditional market when they follow our recommendations.
  • We pay a commission of 8-15% to the agents who work with us. When you have a client with a high MOD, and might need to rely on the State Fund, using one of our PEOs helps both the client and you.
  • There’s no waiting around with Insured Solutions. We prioritize responding to inquiries within 24 hours, so you can give your clients the great service they deserve.

Call us at 877-213-1999, email us at or send submissions to


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