In BDR, Listening, Questions

Donald C. Kelly, BDR, TSE Certified Sales TrainingWhether you’re learning it for your own work as a BDR or you’re preparing to help another seller, there are five important keys to help you succeed as a BDR.

If you’re looking to move to the next level as a seller, The Sales Evangelist Certified Sales Training Program group coaching program allows you to train at your own pace, either alone or as part of a group. The next semester begins this month. 

Drink your own Kool-Aid

Make sure you understand the product or service you’re selling. In fact, I recommend that you actually use it yourself. If it’s an enterprise software SAP or something large like that, you won’t likely buy it for yourself, but you should understand how the system truly operates. Know how it will help the customers you’re pursuing. 

If you’re a BDR, you’re probably not chasing every single customer. You’ll probably have a territory or a certain kind of client. Look at industry reports to understand your customers and how your solution will help. Ask previous clients why they like your solution so much.

It will also help you speak their language and be more confident in your conversations. Know the problem that you’re able to solve for your buyer.

Be intentional

BDRs must make sure to follow their company’s process, and then they have to go a step further. They must know their ratios. 

  • How many conversations does it take to get to a demonstration?
  • How many demonstrations do you typically do before you land a sale?

Keep track of these numbers. Email me and I’ll share my own prospect tracker with you. 

When you have these numbers, sales becomes more of a science. Each day, you can specify how many new opportunities you want so you can get to a demonstration. 

You won’t be as successful if you aren’t intentional. 

Listen

Become an expert at listening. Listen to the things your prospects say as well as the things they don’t say. 

Read case studies, find out what some of your current customers are doing, and understand their problems. If you listen closely, you’ll begin to notice when they aren’t telling you the real issues. Be a silent expert.

Ask tough questions

Sellers sometimes want to appear knowledgeable, so they talk a lot. Instead, focus on the caliber of questions that you’re asking. 

Make a list of these questions you can ask your prospect. Also, prepare a list of follow-up questions. If, for example, your prospect says that he already has a solution in place, you must be prepared to respond to that. Maybe something like this: “I’m not here to break up great relationships. I do, however, know that contracts end and that people typically will look for new vendors. Would you be open to see if we could benefit your organization?” 

Lead with the intro, “Out of curiosity” to soften the edge on a question like, “Why are you waiting until next year to change?”

Make sure you find great opportunities for your team.

Personalize your approach

Take advantage of video to personalize your approach. Depending on the type of business you’re in, use a tool like BombBomb to make a simple video to the prospect and include this in your flow process. 

If you’re sending emails and reaching out on LinkedIn, your personalized videos will help you stand out among the other BDRs. Personalized videos will help you connect with the right clients and produce better results. 

Outwork yourself

Compete against yourself. If you did 15 appointments last week, set a goal for 17 this week. Push yourself. Don’t compete against your teammate’s goals. Constantly seek to improve.

Success will naturally come if you constantly out-hustle your previous performance.

“How To Succeed As A BDR” episode resources

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

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