Sell the meeting not the product

 

“Many SDRs focus on selling the product too soon.

I think this is one of the key mistakes they make early in their career.

 

Your SDR has to get the prospect to understand that you are not going to waste their time. You have to focus on the value of the meeting not the features of the product.

 

If you can get your sales people to shift from selling the product to selling the meeting, you’re going to get better results.”