The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 3 years ago

For SDRs/BDRs - Overcoming the Fear Of Rejection

ABOUT THIS EPISODE

Ivan Gomez from Next Stage joins the Force Management podcast to talk about the best ways to overcome the fear of rejection, particularly when you are in an SDR/BDR role.

Hello, thank you for joining usfor this podcast. I'm Rachel Clap Miller with force management, and today weare talking about the role of the str van Gomez, who is a presidentand founder of next stage, is joining me today. Evan, welcome.Hi, Rachel, good to he be good to be here. Yes,I'm so glad that you're here to talk about this role the SCR with us. I know that next stage focus primarily on improving the effectiveness of that insidesales role. We're going to talk specifically about rejection, and I think thisis something that rejection may happen a lot and that's something that an SCR needsto overcome. So let's dive right in. How do you overcome that fear ofrejection and where do you start? Absolutely, Rachel. You know,one of the biggest confident boosters for an FCR is actually to overcome the fearof rejection and actually, you know, starts with overcoming the the challenge isof picking up the phone. You know,...

...as the are sort of really verycomfortable with emails and they're very comfortable with with texting and the social aspect. However, many of them are not yet comfortable with the phone, andthat actually that he's a skill that is acquired and he comes with mental preparationand it's killed development. It actually boils down to overcoming the Faro interrupting ourclients and once that takes place, then you know, the rest, youknow, will come together and we'll can dive into it in a moment.Yeah, I think the important point that you're making here is that you canactually teach people to overcome this fear of rejection and treat it almost as youknow you're going to get rejected when you're calling people and interrupting them. You'regoing to get injected. But to your point, really acknowledging that that fearexists and developing the skills of combat it can help move your entire str teamin the right direction. Absolutely. Yeah,...

I think one of the time youknow, one of the things that helps with skill development is practice,and one of the things we often talk about is practice in a comfortable environment, and that's not necessarily with your customers, right, and that's something relates toall for all reps, but it's particularly scrs that overcoming this fear ofrejection can really start with preparation. One of the things that increases the theconfidence, you know, for the Asdr to jump on the phone and dealwith the rejections and interruptions is being able to roll play with his manager.Actually, that's one of the most comfortable scenarios. Once you roll play avery specific, you know, scenario with your manager, the next thing isactually to start listening to calls and be able to be breathe and role playthose scenarios. What would you do differently? How would you handle things? Youknow, and be able to take...

...those live scenarios that you have actuallyrecorded and use that as as a teaching moment and ask yourself what would youdid, what would you do differently? And finally, as a way tobuild confident you know, is to leverage multi channeled perspective approach. As youget more on the phone, you Leberate, your emails, your voice mails,you get more comfortable. The more you do it, the more comfortableand the fear starts to diminish. Yeah, so I think while those are alot of great tips, they're first role playing and not being scared toroleplay. I know it can kind of feel awkward to do a role playbecause you feel like you're you're acting, but to your point. Really practicingthose situations can help overcoming the fear that you have of people screaming at youat the phone or or rejections, and a lot of great tips on ourwebsite about conducting role plays effectively. But...

...there is great value in hearing yourselfhandle a call if, through call recordings, are really practicing it in a waythat you can get better and practice it with your manager to get thatfeedback and at the very least. Now I'll share something with you. Knowthat are some as the ours that we work with, that actually record theircalls or record the messaging, letther opening statements, you know, and thenthey go back and listen to it and say, wow, I can doa little better. It's kind of like when we look look ourselves in themirror and we find different things, either our hair or know, whatever thecase might be. No, we can improve. So we're very we're veryself conscious, so to speak, of our own approach. In that actuallya good way if you actually get to the point where you get comfortable withthat. Think about for a moment about...

...any sports. You know where he'sfootball, the NFL, with it is the NBA, or what it isbaseball? You know a lot of these players spend a lot of time practicingfield know of the game. So when it comes time for game time,these guys every fit. We play and we play and and rehearse, youknow, all the drills in a very safe environment. So when they makethe mistakes, they make the mistakes, you know, off the field andwhen it's time to play, there's time for Paulis execution. But only isgoing to happen that few will go away the more conversations you do it andthe more you you practice. And in a way I was actually just havingthis conversation here internally a force the other day about the need for preparation andsometimes we might overlook it with that str team because third calls are so quickand they're going to get hung up on and they're going to get a lotof voicemails and you know, maybe we...

...should prepare more for these big dealconversations or in person meetings. But the conversation that I was in it actuallyshifted a little bit and said the shorter time you have to make an impactor demonstrate value with a potential buyer, the more prepared you need to be, because it's a lot harder to get somebody's intention in thirty seconds than itis in a thirty minute meeting. Absolutely so there's a couple of things youknow as you prepare. One of the things that we promote is actually toboocket your your calls, you know, one of a kind, so udby industry or by geography or no a trying to identify the same persona.So you message is somehow very similar. Now, some of the things thatwe also promote is the notion of the three by the the three by threeapproach, which he's three main U's and three things that when you'll find fromnew customers that will add value to the conversation. You know right up thego. So that's one of the things...

...you know when the customer is speakingof the phone or you prospect, they're thinking all is their value in havinga conversation with you and articulating the purpose of you call the prone end atthe significant value or trying to identify, you know, some of the thingsthat you find in common. For example, I noticed that you attended a particularconference, or I had the Portunity to look at your link to profile, or I read in the news the particular news about your organization or yourrecent promotion or your the recent addition to a new product, whatever the casemight be, shows that you know basically, show me that you know me.You know, that's what you know. When the customer sees that you've doneyour homework, they are most promote likely to engage you know, andthat confidence that comes from preparation will increase exponentially as you experience those small winds. Right, preparations is so key. Right, don't ask me something thatyou can easily google. That's always something...

...good. Turnover to right, blowit. So if you're if you're lucky enough to get somebody on the phonein that role, the sere, the preparation really helps you be audible ready, as we say, quickly, but you can't get away from the factthat you're still interrupting someone and stay so. Having confidence comes with preparation and skilldevelopment, as you mentioned. How do I get a handle on thefact that I'm interrupting all the time? Okay, first of all, it'sin you need to have a mental preparation. Okay, the fact is that youcustomer is not expecting you one to send you a tweed or a packsor a voicemail or a call or an email, they're not. So,regardless of what channel you use, you actually interrupting the normal flow of business. Okay, so the key is,...

...are you adding value? You know, in your interactions you might be bleeded once on your email, you mightget hang up when your voicemail wance or twice, but as you add valueand you call with a purpose and that purpose is listen, I get somethingfor you and what I have can help you solve, you know, themost prevalent challenge that you have, you most likely to make those impressions thateventually will, you know, lead to your being recognized. So there's acall from so and so and there's a second of their call in when thosecalls have a purpose and add value with each interaction, they add at tosay, you know what, maybe I should listen to it, or maybeI should reply to that email or maybe, as you say, I'm the person, but you need to actually contact me. I know the person withinthe department that he's more relevant. So those are the possible outcomes that youhave, you know, when you actually perspective. I think that's a greatpoint that you make in getting getting your...

...mind right. So to speak thatyou're always you know, we're always interrupting people when we send them a socialmessage or an email or column on the phone. But if you are providingvalue, I'm not going to mind that you've interrupted me. If you're goingto help me solve a challenge that I'm facing every day and make my jobeasier, help me reduce costs or whatever, I'm going to be fine with takingthe caller hearing what you have to say. Absolutely and it comes downto these simple sentence. You know, show me, you know me.Yeah, okay, you've done your homework. You got something to say, andone of the commitments that we we talked about is, you know,when we talk about that, we commitments. Know, for the ASDR you committedto yourself, you committed to the company, and now so you're committedto your clients. You know, believe it or not, clients or youprospects, actually waiting for you call. They might not be saying that implicitly, but you know you have a solution...

...to some of the problems that theyhave. You know, and reports show that you know, maybe like ninetypercent of the individuals might not be won't take you know, your called rightof the bad whoever. Seventy percent of individuals are not happy with the currentsolution they have forwards some of the challenges. Maybe because he's all and helpfull lead, maybe because it's not comprehensive, maybe because he's really creating, youknow, some bottlenecks, you know on Protivit. So you solution might bethe answer to some of the challenges. The question is, do you knowsome of moost challenges and and and you have this kills know and not tobe able to get that opening door. Once you have your opening door,then you have your opening statements and ability to ask questions will take place.But that's a that's a topic for a different for a different pocket. Well, this is it's a media topic for sure. I think show me thatyou know great thing for our people to remember and also comes back to somethingthat I know that we say a lot...

...around here, that what you domatters and you need to believe in the value you provide your solving business businesschallenges every day. And if you believe that and you understand the value youprovide, it gives you self confidence and certainly makes you comfortable with calling peopleand overcoming the fear of rejection. So, as as van is that the mindsetthe encourage reps to have when you're when you're training them? Is it? Is it preparation? Is a confidence? What's that mindset that you want everybodyout there listening who's dialing for dollars every day? What do you wantthem to understand? What's the bottom line? Great Question. So the first thingis is it starts with commitment. Okay, commitment to the trade,that what you do really matters as Ansd are and you actually involved on thefront of the cell cycle. You cell cycle is just different. It includesno prospecting all the way to closing for...

...a meeting or closing to doing,you know, u initial qualification or whatever the qualification could be you have rightnow. That's that's one. It comes with pep. That commitment comes withpreparation, okay, and once you have the preparation, you confidence of beingon the phone and making those calls and sending your emails that are relevant willincrease yours so that it becomes a confident booster. You know that that levelof preparation and commitment that you have to your self, the new company andyour clients. Yeah, that's great. That's a great way to end it. So remember commitment, preparation and confidence. Thank you so much for joining mefor the conversation today, Evan. We appreciate your expertise. My pleasure. Thank you so much.

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