Getting over the mental hump
Whether you’re an SDR, elite athlete, or teacher, there is a mental side to every profession. So how do you develop the mindset of a high performer? If you’re looking to be a top SDR, let’s dive in.
When it comes to SDRs, why do so many struggle with this role?
Let’s think about it.
SDRs are typically calling high-level decision makers. The C-Suite and VPs or at least director-level executives. These are people who oftentimes have decades of experience in their field, certifications, and even sometimes awards. They’ve been there and done that.
Yet SDRs, who are typically young and inexperienced, are calling them to book a meeting. There is a big gap there, if we don’t say so ourselves. So how do the top SDRs do it?
How do you get that high-performing mindset?
- Self-belief
- Product belief
- Preparation
Well, there is. You have the key to success to be a top SDR.
But it’s not that easy, right?
There are certain characteristics that most high-performing SDRs have compared to the average SDR.
Empathy
Aggressive sales tactics and pushy sales messages from the get go are mostly a thing of the past especially when it comes to selling software. Learning to shift to more empathic SDRs is a must, especially in the beginning of the conversations.
Empathy comes from listening to the prospect and showing them you understand before you pressure them to book a meeting or buy your product. This also focuses on building rapport, and personalizing everything you do for them. Top performing SDRs are able to tie emotional intelligence and empathy together. This almost shifts the SDR paradox as no matter your experience, you are able to relate.
Curiosity
“Be curious, not judgemental.” said the great Walt Witman. Top SDRs are creative by nature, they stray from the pack and do whatever it takes to stand out. They do this by being curious, always wondering what’s next or how something came to be. In the sales world, this characteristic has shifted from a nice-to-have to a need-to-have.
How will you stand out from your competition if you’re using the same tactics from 5 years ago?
Hint: You won’t.
Confidence
Now this may seem obvious, but being rejected constantly every day gets exhausting. If you’re not confident in yourself or the product or service you’re selling, then you’re most likely not going to be an SDR for very long.
Mental toughness is a must especially when selling software. This confidence and optimism comes through in your tone when you speak with prospects on the phone. A top SDR, every time they speak with a prospective client, they are passionate and curious.
So how do your prospects think you sound – bored or passionate??
Eagerness to Learn
Time and time again, the top performing SDRs are actively seeking out the latest information and tactics to be successful. They want to learn. They thrive when it comes to new technology or ideas.
The way a high-performer learns can vary – it can be through podcasts, industry news, listening to cold calls, weekly readings, etc. Find what you’re passionate about and take it to the next level to learn even more.
Great Communicator
Communication is always key, that’s a no brainer. The frequency and quality of communication are also two essential factors to consider for top performing SDRs.
For example, can you tell a story that resonates with the person on the other side? But at the same time, can you be analytical and come to a conclusion when asked?
Communication is something that can always be improved on. It’s the “never stop learning” part of top performers that makes them such good communicators.
If you want to be a top SDR and not get caught in the SDR paradox, then communication skills are a must.
Hustle
It’s very rare that a cold call follows a script exactly. Cold calling can be unpredictable, which is why it’s so important to adapt quickly and find a way to move a call forward.
Whether that be uncovering additional information, finding a better contact at the company, or even receiving a referral, finding a way to advance the call is key.
This takes HUSTLE.
You can’t shy away or be scared to ask hard questions. The hustle doesn’t stop. You keep going each and every day and that’s how top performers separate themselves.
No excuses. Just hustle.
How to make the jump from Good to Great SDR (when selling software)
Everything nowadays needs to be immediate. We all look for the magic pill to make us go from good to great. While in sales, especially selling software, there is no shortcut. It takes practice and willingness to improve each and every day.
BUT…
What if we told you that we have a secret to help you speed up the process?
Well real-time sales coaching software does just that.
It’s live on any call with you and helps you navigate your talking points, overcome any objections, and provide everything you need immediately after the call is over.
Real-time sales coaching software assists top performing SDRs every day. No scripts to memorize and allows you to focus and listen to your prospect without scrambling through your notes.
Want to give real-time sales coaching software a try? Book a quick demo, we promise it will blow your mind.
Not sure how to convince your manager that your team needs real-time sales coaching software? That’s where we come in. We love objections and we’ll show you how to tackle them with Abstrakt.