If you observe this tendency very often, the first thing to do is to consider if you’re asking the right questions. Long story short: if you fail to ask qualifying questions, you won’t get to truly understand your leads, meaning poorly qualified leads and tons of lost opportunities in closing deals… and you will also lose a lot of time.
It’s important to consider that asking the right questions is not only about having the perfect qualifying questions for your company, but also about having a fruitful interaction with your potential clients. As a sales rep, you’re doing something really wrong if you use a list of qualifying questions and just move on to the next one whenever you listen to an answer. This is not a supermarket list in which you cross one question after another one. Rather, it is essential to be really curious with your leads and engage with them on a deep level, allowing them to uncover their real needs.
Moreover, sales reps must understand that asking the right questions does not automatically make them look pushy. Rather, because of their relevant questions, prospects will see them truly engaged and interested in their situation and needs, thus being more open to contribute to the conversation. It’s all about your mindset as an SDR: you’re not being rude, just being genuinely curious about their situation and instructing them about a potential solution to their pain.
To sum up, if you’re an SDR willing to triumph when prospecting your leads, think about it this way: if you accompany them in a journey of discovery of their own needs through qualifying and agile questions, by the end of your call they’ll be ready and willing to invest more time attending that meeting. It will be natural, smooth, and you’ll really be adding value to them!
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