To Produce SDRs who start already naturally passing off script and rebuttals, ready to learn body-language and the app process and be able to knock their first week without worrying about remembering the script or rebuttals. And also filtering out "projects" who will take too much time and not show up to do the work.
Guidelines
Framing the PB process:
They are still earning a job, we're not selling them hard on joining the team, but the prize is worth it, they need us -not us needing them.
People rarely get it right away, it takes an hour a day - Only one person has ever done the work to nail it and pass it their first time - they can do the work to be the second person!
Filtering:
If they drop out in PB or fail, then it's a good for us both - better now than the doors
A 4th call usually means the guys isn't going to cut it
A few "excuses" and re-schedules or not-ready arrivals, are a huge red flag that they are liars/drama and not able to become Productive SDRs. Be direct while still kind in asking them
"It seems like a lot of stuff is getting in the way - is this something you’re still committed to? help me know where your head is at, because honestly, I'm not seeing the level of work I expect, and I want to help you. What do you need?"
If you feel they are going to or likely drop, try to get them to drop on the call and save all of us a game of email and texting back and forth and unanswered phone calls later.
Basic How-Tos:
Run the meeting like a morning role-play but virtual, you are the customer
Easy customer (first PB call)
They should have script and rebuttals memorized
If they don't have rebuttals all memorized, plan on 3 PB calls, and re-do the "first call" version next time
If they are totally unprepared - don't continue the call. tell them to use the link to re-schedule and come with the script and rebuttals recite-level memorized (memorize to recite before worrying about sounding natural - don't get them natural on the script while not memorizing the rebuttals). tell them to be ready next time, and mark them as NOT completing the training session. (they can use the link to schedule right there in the call with you and make a commitment with you to be ready - don't let them off the phone without a commitment to a date that they set.
Hard customer (second PB call)
The point is to more harshly trigger the rebuttals and see them try it in role-play it out so they aren't TKO'd on their first door for the first time.
Final PB call they should react to different rebuttal triggers and know the response and deliver it naturally.
Don't Hype them in terms of their performance (or the doors will crush them extra hard) but praise their effort and tell them when you don't see enough of it.
We have lots of memorization tips/tricks and if they are having a legit issue or just need a simple map on "how-to" memorize stuff, give them what you have or set them up with Tony for a call helping coach them on their best path for memorizing.
Don't get into non-script teaching (no extra body language, app process, company info, or any other training besides this script stuff - if they are asking for other things than the script it should be a HUGE red flag.)
If you have to sell them hard on the script because they are very questioning in tone and dismissive, its a HUGE red flag. They should be selling you, not the other way around.
They should be scheduling the OB sessions no more than a week out.
AGENDAS
1st CALL AGENDA
Script Intro: It's perfect and help guys like myself make 6-figures, trust it.
Recite Basic Script
Coach on Script
voice fluctuation
tone
Recite Rebuttals
Coach on Rebuttals
voice fluctuation
tone
Role-play script and rebuttals together (even if they don't know the rebuttal triggers - to stir the need to learn them quick)
start with yourself as one super-easy customer that helps them practice a successful RFP
Then at least one role-play with rebuttal triggers
Feedback & Pump them up that they feel they can do it (no false hope)
What needs the most work (if they are not really ready, be direct "it sounds like you haven't spent a lot of time on this, you need to put in a lot more work into this")
Ask them when they think they'll be ready to try this again
use the link we already sent to schedule their next one - right on the call.
get a commitment from them for what they will have worked on
REPEAT 1ST CALL AGENDA IF REBUTTALS WERE NOT ALL MEMORIZED (even if you ran the whole meeting)
2nd CALL AGENDA (try to see them from the knees up at least on the video)
Script Intro: It's perfect and help guys like myself make 6-figures, trust it.
Recite Basic Script
Coach on Script
voice fluctuation
tone
slow-speed is your friend - slower than you think
Pauses for emphasis are your friends
Recite Rebuttals
Coach on Rebuttals
voice fluctuation
tone
slow-speed is your friend
Pauses for emphasis are your friends
Role-play script and rebuttals together
One hard-customer role-play, triggering all rebuttals
repeat as many times as needed to throw them off (you want them to feel like they always have something to improve on)
Feedback & Pump them up that they feel they can do it (no false hope)
Even if they pass: What needs the most work
IF ready
Set start date (only start one new person a week as a basic rule)
if they have a week or more before they can start, schedule additional OB calls weekly till start date
if summer sales, they get passed to Recruiter
IF NOT READY
IF you think they are still worth our time: Candidate needs formal review by Will and Tony - they will schedule next one with you, if the person continues.
"Before we schedule your next OB call I'd like to engage our recruitment team, and get some advice on how to coach you - we'll let you know when we are ready to schedule another call."
IF you want to drop them:
"Before we schedule your next OB call I'd like to engage our recruitment team, and get some advice on how to coach you - we'll let you know when we are ready to schedule another call."
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