How to Shadow calls the right way.

ive been working with our SDR trying to help him get ready for an AE promotion. He has been with the company as an SD for over a year. He has been allowed to sit on calls for a while but his knowledge of the product and process was pretty low.

As we have been working together here is something that i think others can do to learn quickly:

1. write down the questions the prospect asks, and the answer the AE gave
2. Then after the call think about how YOU would have answered the question. did you know the answer? if not, make it a point to learn the answer
3. take note of the types of questions the AE asked and the order they are asked:
4. Generally you want to start with open ended questions, and move to more close ended questions. see what questions the AE asks that get the best feedback.
5. As the call is going on, think about "what would I suggest as next steps here"
6. Compare this to what the AE does, see if you can chat with them after about why they chose those next steps
7. Start understanding the frame work for the call:
8. How is the agenda set up
9. who talks first?
10. who talks the most?
11. how are next steps established.

This is not a complete list but as he started doing this he has stoped going through the motions, and assuming he knows everything, and figuring out what he needs to nail down more.

Edit: @Gasty when i created this post it has numbers, then letters under each section, but after its posted it just has numbers from 1 -11. i think that makes it a bit harder to read. just wanted to see if anyone else has pointed that out?