SDR Call Script: 5 Questions You Absolutely Must Ask Your Prospect

As an SDR who worked his way up the ranks, I learned to explore when it was appropriate for me to turn a lead over. If you get this right, you will be able to have high velocity and quality.

When you are speaking with a prospect, avoid saying certain things that will get in the way of your sales pitch. But what should you say? What questions should be asking them?

Always be honest and curious about your prospects. Know how to open SDRs and teach them to be conversational. This will help you to convert the right leads, while also disqualifying those that are not a good fit for what you’re looking for.

An SDR call script can limit an SDR’s ability to guide a prospect through their needs. But the following five prompts are helpful when they have begun talking.


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Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
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Prompt 1

“With me, we may discuss your company’s present issues..”

The art of sales is an emotional experience, and the best sales professionals understand their prospects’ pain points. This means that listening to them becomes more important than talking.

When you’re listening to a buyer’s challenges and they align with your solution, it should be easy for the conversation to move forward.

You need to have genuine interest in the prospect’s challenges. You are not trying to sell them anything yet, you’re just opening up a dialogue and gaining their trust.

What would happen if you did nothing to address the challenges? What challenge consumes most of your time?”

Prompt 2

‘Inform me more about the company’s current initiatives.”

It is important to take the time to learn about what they are currently doing and how they got there. You want your solution to line up with their challenges, but you also need it be in alignment with their priorities.

You can’t be too pushy with the prospect. Once you start pitching your product, there’s no going back and trying to ask more questions about their needs.

In a SDR call, it’s important to ask prospects about what they currently have time and resources allocated for, because if you offer a new solution but it doesn’t solve one of their priorities, then the sales process is likely going to take longer.

What is your timeframe for each of these priorities? If you don’t meet the timeframes, what might happen as a result? An article about outdoor recreation and how it can be used to combat depression: “If we were created with physical bodies that crave movement”a lot like animals in zoos who pace their cages when they’re bored or stressed, craving stimulation from an outside source because they lack any other natural outlets” “I’m not saying that I think everyone should go out and start rock climbing. But if people are feeling really down” this may sound weird” but just going on walks around where you live could make them feel better.” The author feels exercise helps alleviate symptoms of mental health disorders such as depression. This passage explains why keeping active outdoors would help someone experiencing feelings associated with mental illness- due to the fact that humans have been given bodies which require constant activity (similarly stated by our body’s need for food). A paraphrase of this

Prompt 3

“Take me through the process of how your organization generally purchases a solution..”

A good question to ask if you want to know the decision-maker is “Can I please speak with someone who can make a decision about this?”

Second, this question can help the prospect identify who else is involved in their buying process. This will make it easier to follow up with questions about these other people and how they should be included.

If your prospect is interested, they will start to ask buying questions. That way you can figure out if they’re actually interested in what you have.

Also, who else is involved in making decisions like this? Who decides how much money to allocate for a new product or service like ours?”

Prompt 4

“Assist me in comprehending your company’s present approach to [issue]..”

When you have a conversation with someone in a sdr call, focus on creating dialogue and adding value to them so they will want to continue talking. Don’t get into the specifics of your product or service too early.

The more you know about a prospect’s current state, the better chance you have of making an impact.

The best sales development reps get to know the prospect’s situation and build rapport with them. They’re able to give their prospects a better understanding of what they can do for them.

What’s your definition of success?

Prompt 5

“Is your calendar clear for a brief discussion with one of my Account Executives on Tuesday at 11 a.m.?”

The biggest challenge for SDR Call is to ask the prospect if they would like a meeting.

In order to get a prospect’s attention, you have to be direct and specific. When giving someone an appointment time, they will need access their calendar in order to see if the day is available.

If you ask them to set a time for an upcoming meeting, they can say that this week doesn’t look good and your SDR call is now at least two weeks out. With the extra amount of time, there’s even more chance that they won’t show up.

I am just checking to see if you received my calendar invite. Would it be possible for us to connect on LinkedIn so that we can stay in touch professionally?

The most successful salespeople are those who can guide the conversation and that’s why you would need a SaaS Cold SDR Call Script. As you talk to prospects, show empathy and take some time to get more information about them before making a sale.

As you interview more and more people, it will be easier to tell when the candidate is a good fit for your company.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.