Inbound Sales is about meeting your customer where they are at in any given moment.
Perhaps they are not even sure what their problem is; perhaps they do know what their problem is and they are committed to changing it. Wherever they are, is where you as a sales rep need to step up and meet them.
We are here to listen & empathize with the customer. What problems are they facing? How can you as an SDR help them get the information they need? How do you tailor your conversation so that it isn’t a verbatim script , but they feel that connection from you - that you GET it.
Not all customers are going to be a perfect fit for your product, but as a sales rep its your job to find if they are a good fit for you, and more important, are we a good fit for them .