Yahdiel Molina is an SDR here at Alleyoop. He has worked on a variety of client projects across many industries and he is always a stand-out rep. So its safe to say he’s picked up a few tricks along the way to make that possible.
In the video below you can listen to Yahdiel sharing his best tips for controlling your focus when the pressure is on and getting more set.
Hitting the Phones
As SDRs, much of your days are spent on the phone. Now, many SDRs are extroverts and LOVE to be on the phone chatting with new people every day. But that does not make them immune to rejection or any of the feelings that come with it.
As Yahdiel says, when you’ve spent hours on the phone and haven’t been able to get many connections, and the ones you’ve been able to connect with have not been great conversations, it’s easy for your focus and motivation to start slipping. So what can you do?
What to do when Motivation is lacking
When your 50 dials in with nothing to show for it, it can be tough to stay positive and motivated. By this point, you’re either thinking, “What’s the point” or “Man, I just need to get ONE person to have a good conversation.” Either way, here are a few things to keep in mind when your day on the phone is not going to plan.
1. Understand Your Controlable Efforts
Understand that you cannot control whether or not a prospect answers the phone, if they pay attention to what you have to say if they do answer, if they’re rude, or if they try to brush you off.
Also, understand that you can control your actions and responses to all of the above. You know what to do as an SDR and that is your biggest strength is these situations.
2. Predictable Focus
As an SDR you call your prospects, you pitch your product or service with your script and you listen to the prospect to tailor the conversation to them. So focus on what you know:
- You know your script.
- You know the product or service you’re selling.
- You know what pain points to mention.
- You know how to handle objections.
- You know how your tonality impacts calls.
Of course, you will have to improvise at some points but that is okay! Knowing you have full command over 90% of the conversation will give you the confidence you need to improvise that last 10%.
3. Control Your Reactions
As an SDR and just as a person, you can never control how another person is going to act or treat you. But you can always control (and are always responsible for) the way you react.
It’s not always easy to keep your emotions in check but remember:
- Don’t take anything personally from someone you are not personal with.
- Focus on your job and what you know how to do to steer the conversation in the right direction
Being an SDR would be easy if everyone picked up the phone and wanted to talk to you. Think about it – you are an expert at your product or service, you know how to handle objections, and you are great at follow-ups – all you need is for people to pick up the phone and listen. But as we’ve just discussed, you cannot control what the person on the other end of the phone is going to do.
So focus on what you can control and hit the phones with confidence today!
Video Script Written & Recorded By:
Business Development Representative