Significant Career Lesson From A Sales Development Associate At Green Street Advisors
Brandon, a Sales Development Associate, has learned the crucial importance of tone of voice during initial outreach, especially in cold calling; "those first four or five seconds of your tone" can significantly impact whether a prospect will be receptive. Therefore, Brandon suggests practicing and recording oneself to ensure a positive and enthusiastic delivery, because "the power of your voice" shapes the entire interaction and increases the likelihood of securing a meeting.
Sales Development, Communication Skills, Cold Calling, Objection Handling, First Impressions
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Brandon Sechrist
Sales Development Associate
Green Street Advisors
Chapman University
University of Iowa: MBA
Communications
Real Estate
Sales and Client Management
Video Highlights
1. The first 3-5 seconds of a cold call are crucial: Your tone and enthusiasm can significantly impact whether someone is willing to meet with you.
2. Practice your tone of voice: Record yourself to understand how you sound on the phone from the receiver's perspective, especially for SDR roles where cold calling is common.
3. The power of voice in sales: Since the other party can't see you, your tone of voice is paramount, especially in roles like Sales Development Representative (SDR).
Transcript
What is one lesson that you have learned that has proven significant in your career?
In the last couple of months, I've found that going through objections and reaching out to people out of the blue can be challenging. You're interrupting their day, and they're not expecting it.
Those first four or five seconds are crucial. Your tone, how you reach out, and sounding playful and enthusiastic can change everything. It can get that person a little closer to agreeing to a meeting.
Your goal is to ask for a meeting and keep moving forward. I've learned the power of your voice. They don't see you, they only hear you on the phone.
Your tone of voice is likely the most important thing in any sales role, especially for an SDR who is cold calling. I practice those first three to five seconds daily.
I encourage those looking for SDR roles to record themselves and listen to how they sound on the phone. Think about how you would want to answer the phone and be received. Those initial seconds set the tone for the entire conversation.