A good SDR is passionate about the company they work for and its products.
In so doing, they inspire others to also believe and be passionate about those products.
If an SDR is not 100% convinced, this is automatically reflected in the communication, and the counterpart will probably react with rejection.
Being convinced of their offer requires knowledge. That means an SDR must know everything about their company, the products or services, and the industry.
But here is one trap that professional SDRs won't step into: "The Knowledge Penalty
If an SDR is well informed about the aspects from above, makes good first results, and gains more and more confidence, one problem can occur: through too much confidence, the SDR can over-educate prospects. This usually overwhelms prospects after a ten-minute call or long email.
A good sales rep is aware of this problem.
They focus on long-term success when it comes to making appointments and offer new information about the product or service as necessary as they continue learning more about each prospect.
Amongst several other reasons, this is why every sales rep should have a great understanding of their own products. They can offer new information accordingly as they engage further with prospects.