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 us for this podcast. I'm Rachel Clap Miller with force management, and today we are talking about the role of the str van Gomez, who is a president and 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 inside sales role. We're going to talk specifically about rejection, and I think this is something that rejection may happen a lot and that's something that an SCR needs to overcome. So let's dive right in. How do you overcome that fear of rejection and where do you start? Absolutely, Rachel. You know, one of the biggest confident boosters for an FCR is actually to overcome the fear of rejection and actually, you know, starts with overcoming the the challenge is of picking up the phone. You know,...

...as the are sort of really very comfortable 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, and that actually that he's a skill that is acquired and he comes with mental preparation and it's killed development. It actually boils down to overcoming the Faro interrupting our clients and once that takes place, then you know, the rest, you know, 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 can actually teach people to overcome this fear of rejection and treat it almost as you know you're going to get rejected when you're calling people and interrupting them. You're going to get injected. But to your point, really acknowledging that that fear exists and developing the skills of combat it can help move your entire str team in the right direction. Absolutely. Yeah,...

I think one of the time you know, 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 to all for all reps, but it's particularly scrs that overcoming this fear of rejection can really start with preparation. One of the things that increases the the confidence, you know, for the Asdr to jump on the phone and deal with 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 a very specific, you know, scenario with your manager, the next thing is actually to start listening to calls and be able to be breathe and role play those scenarios. What would you do differently? How would you handle things? You know, and be able to take...

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

...there is great value in hearing yourself handle a call if, through call recordings, are really practicing it in a way that you can get better and practice it with your manager to get that feedback and at the very least. Now I'll share something with you. Know that are some as the ours that we work with, that actually record their calls or record the messaging, letther opening statements, you know, and then they go back and listen to it and say, wow, I can do a little better. It's kind of like when we look look ourselves in the mirror and we find different things, either our hair or know, whatever the case might be. No, we can improve. So we're very we're very self conscious, so to speak, of our own approach. In that actually a good way if you actually get to the point where you get comfortable with that. Think about for a moment about...

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

...should prepare more for these big deal conversations or in person meetings. But the conversation that I was in it actually shifted a little bit and said the shorter time you have to make an impact or 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 it is in a thirty minute meeting. Absolutely so there's a couple of things you know as you prepare. One of the things that we promote is actually to boocket your your calls, you know, one of a kind, so ud by 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 that we also promote is the notion of the three by the the three by three approach, which he's three main U's and three things that when you'll find from new customers that will add value to the conversation. You know right up the go. So that's one of the things...

...you know when the customer is speaking of the phone or you prospect, they're thinking all is their value in having a conversation with you and articulating the purpose of you call the prone end at the significant value or trying to identify, you know, some of the things that you find in common. For example, I noticed that you attended a particular conference, 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 your recent promotion or your the recent addition to a new product, whatever the case might 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 done your homework, they are most promote likely to engage you know, and that 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 that you can easily google. That's always something...

...good. Turnover to right, blow it. So if you're if you're lucky enough to get somebody on the phone in that role, the sere, the preparation really helps you be audible ready, as we say, quickly, but you can't get away from the fact that you're still interrupting someone and stay so. Having confidence comes with preparation and skill development, as you mentioned. How do I get a handle on the fact that I'm interrupting all the time? Okay, first of all, it's in you need to have a mental preparation. Okay, the fact is that you customer is not expecting you one to send you a tweed or a packs or 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 might get hang up when your voicemail wance or twice, but as you add value and you call with a purpose and that purpose is listen, I get something for you and what I have can help you solve, you know, the most prevalent challenge that you have, you most likely to make those impressions that eventually will, you know, lead to your being recognized. So there's a call from so and so and there's a second of their call in when those calls have a purpose and add value with each interaction, they add at to say, you know what, maybe I should listen to it, or maybe I 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 within the department that he's more relevant. So those are the possible outcomes that you have, you know, when you actually perspective. I think that's a great point that you make in getting getting your...

...mind right. So to speak that you're always you know, we're always interrupting people when we send them a social message or an email or column on the phone. But if you are providing value, I'm not going to mind that you've interrupted me. If you're going to help me solve a challenge that I'm facing every day and make my job easier, help me reduce costs or whatever, I'm going to be fine with taking the caller hearing what you have to say. Absolutely and it comes down to these simple sentence. You know, show me, you know me. Yeah, okay, you've done your homework. You got something to say, and one of the commitments that we we talked about is, you know, when we talk about that, we commitments. Know, for the ASDR you committed to yourself, you committed to the company, and now so you're committed to your clients. You know, believe it or not, clients or you prospects, 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 they have. You know, and reports show that you know, maybe like ninety percent of the individuals might not be won't take you know, your called right of the bad whoever. Seventy percent of individuals are not happy with the current solution 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, you know, some bottlenecks, you know on Protivit. So you solution might be the answer to some of the challenges. The question is, do you know some of moost challenges and and and you have this kills know and not to be 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 that you know great thing for our people to remember and also comes back to something that I know that we say a lot...

...around here, that what you do matters and you need to believe in the value you provide your solving business business challenges every day. And if you believe that and you understand the value you provide, it gives you self confidence and certainly makes you comfortable with calling people and overcoming the fear of rejection. So, as as van is that the mindset the 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 everybody out there listening who's dialing for dollars every day? What do you want them to understand? What's the bottom line? Great Question. So the first thing is is it starts with commitment. Okay, commitment to the trade, that what you do really matters as Ansd are and you actually involved on the front of the cell cycle. You cell cycle is just different. It includes no 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 right now. That's that's one. It comes with pep. That commitment comes with preparation, okay, and once you have the preparation, you confidence of being on the phone and making those calls and sending your emails that are relevant will increase yours so that it becomes a confident booster. You know that that level of preparation and commitment that you have to your self, the new company and your 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 me for the conversation today, Evan. We appreciate your expertise. My pleasure. Thank you so much.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (164)