What do you wish you learned during SDR training - but didn't?

For the sake of transparency, I had an amazing training experience: 3 weeks paid training where I learned both theory and practice. It was lacking in some parts though. For instance, I didn't learn how to handle certain objections. Instead it was just "If you want to be successful, learn to handle objections well. Okay, good luck!"


So, what's something you wish your trainer had taught you before throwing you on the phones?

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9
Kinonez
Celebrated Contributor
7
War Room Enthusiast
- Listen to your prospects before asking questions that lead no where. 

- The perpose of my job is not to make a sale but help solve problems.

- You can ask close ended questions if you know the answer will help you close the deal.
CoorsKing
WR Officer
4
Retired King of the Coors Knights
That first point is actually important - a lot of new SDRs go in with a list of questions in their head to ask, and don’t actually listen to the prospect. They are just thinking of what they will be asking next and it’s almost always irrelevant. Conversations need to be fluid, active listening is a huge skill. 
Kinonez
Celebrated Contributor
4
War Room Enthusiast
Oh yeah I've been there asking all the "BANT" questions as a checklist and just qualify the prospect and getting hung up on with no idea why.
CoorsKing
WR Officer
4
Retired King of the Coors Knights
Lol yeah we all started there.

“bUt tHeY SaiD ThEy HaVe paIN!!”
Kinonez
Celebrated Contributor
1
War Room Enthusiast
Hahaha the good old days. It's amazing to look back and see how much one was grown and laugh at your old mistakes you had no idea you were doing.
CoorsKing
WR Officer
6
Retired King of the Coors Knights
When I first started as an SDR I wish I was told that all my future promotions would be earned based on who I knew and how strong my brand was internally, not how strong my performance was. 

Corporate life is like game of thrones. You need allies in high places, and it only takes one person to submarine you. 

I would have started networking earlier on. Everything else I learned through practice on the job.
funcoupons
WR Officer
4
👑
That there's cold calling guidelines for a reason, but they're just that - guidelines. If your standard approach/line of questioning isn't resonating with a prospect, you SHOULD change it up. 

That if you need to spend ten minutes convincing someone and overcome five objections just to book an intro call, they're likely not going to show up. Don't take the first no, but don't clamour after a prospect that isn't in the right frame to have a useful conversation, it's not worth anyone's time.
Calico
Celebrated Contributor
2
Corporate Trainer
That's true - learn when to give up, and that it's not BAD to give up. It's more productive to spend your time on high-tier prospects that are willing to work with you in order to make their lives better. 
funcoupons
WR Officer
0
👑
Exactly. And it doesn't mean that just because you don't book the meeting today, you can't book it down the line. If I encounter a prospect with an attitude I'd much rather end the call on a cordial note and call back a few months later hoping the bug has crawled down out of their ass and book the meeting. If you're pushy with someone who's already in a mood you risk getting your communications blocked forever. No point in doing it. 
Feds_Watchin
Politicker
2
AE
That you are considered lower than whale shit. Embrace it and move along.
Calico
Celebrated Contributor
1
Corporate Trainer
I remember being told "You're not a telemarketer! You're HELPING the prospect!" but also getting "Fuck you, salesperson. I don't have 2 minutes to give you even if you're offering me the best product ever that's going to make my work life 1000% easier and better. I'd rather die" - every prospect ever. 
HappyGilmore
Politicker
2
Account Executive
I wish I would've known more about how to build a brand internally/what it takes to get promoted outside of just purely numbers.
JC10X
Politicker
2
Senior Sales Manager
Be memorable, not scalable. 
watercooler
Politicker
0
Manger, BizDev
It's easy to sound "desperate" on calls as a BDR - you're asking random questions that go nowhere, you might even sound awkward on some calls, or you're too focused on trying to sell a product that you don't get paid enough to sell. 

Remember you're trying to understand gaps in their business, be a therapist and LISTEN. (Listen Linda Listen)

Ask short questions (open-ended of course) and let the prospect unleash everything and anything and go with it.


Last, be human. People like people they can relate to. Get to know who they are, it'll make it easier to talk to them. 
7

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