Jill Konrath puts an excellent spin on the concept of rejection in sales prospecting. I like the approach because it is along the lines of how I'll be approaching my lead development processes for a position that I'm hiring for.

With a "market research" perspective in your mind, you're then free to explore other options because it's not about you. It's simply about how they reacted in a given set of circumstances which can easily be changed.

Viewing their behavior as data, enables you to test a variety of approaches. For example, you might want to test:

- A different value proposition.
- The time of day you called.
- The flow and structure of your phone call.
- Various responses to "We already have a supplier."

A market research perspective on rejection gives you the freedom to experiment with multiple sales strategies.