One thing keeps showing up in the sales conversations I review.
Different companies.
Different SDRs.
Different industries.
Same pattern.
A prospect says something that could be important.
“That takes us a lot of time.”
“We’re struggling with onboarding.”
“It’s quite manual today.”
The SDR acknowledges it.
And moves on.
Why did we leave the conversation just when it started getting interesting?
Not because the SDR wasn’t listening.
Not because they didn’t care.
Usually because they were already thinking about the next question.
The next stage.
The next objective.
The next box to tick.
But the prospect had just given them something worth exploring.
And nobody picked it up.
When I listen back to those conversations, that’s often the moment I rewind.
Not because the SDR said something wrong, but because the prospect may have just said something important.
Take “That takes us a lot of time.”
Instead of moving on, the SDR could ask:
“How much time does it take?”
Then explore what that means for the people involved and the work that needs to get done.
The first answer doesn’t tell the whole story. It gives the SDR a reason to investigate further.
Does it matter enough for anyone to want to change it?
Recognising that moment—and knowing when to ask the next question—is a skill worth developing.
If you reviewed your team’s last five calls today, how many interesting answers would you find that nobody followed up on?
#SDRCoaching #SalesConversations #SalesEnablement
