196 (Sell) How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
30 Minutes to President's Club | No-Nonsense Sales
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Focus on selling the value of a meeting as an SDR
As an SDR, the focus should be on selling the value of why prospects should take a meeting with an Account Executive (AE), rather than selling the value of the company or trying to close deals. It is essential to prioritize setting up meetings and building trust with prospects through active listening and understanding their challenges. By forgoing the hard close and getting prospects talking first, SDRs can engage in 'drip selling,' where they repeat back prospects' challenges to show understanding and build trust before pushing for a meeting. Building this trust and understanding is crucial in establishing a foundation for successful sales conversations and ultimately closing deals in the future.
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