The mock cold call is where SDR interviews are won or lost. Most candidates stumble because they've never practiced. Here's how to prepare.
What Interviewers Assess
1. **Confidence** - Do you sound like someone a prospect would trust?
2. **Structure** - Do you have a clear call framework?
3. **Adaptability** - Can you handle objections smoothly?
4. **Coachability** - Do you incorporate feedback in real-time?
5. **Energy** - Would you want to receive this call?
The Standard Scenario
You'll typically be given:
Sometimes they'll tell you the product in advance. Sometimes you're selling their actual product.
Preparation Strategy
Before the interview:
During prep time:
The Framework to Use
1. **Opener:** Permission-based pattern interrupt
2. **Pitch:** One sentence value prop + social proof
3. **Question:** Engage them in conversation
4. **Handle:** Address their objection
5. **Close:** Ask for the specific meeting
Common Mistakes to Avoid
The Secret Weapon
After the role-play, they'll ask how you think it went. Be honest: "I think my opener was strong, but I could have probed deeper on their objection about timing. If I did it again, I'd ask what specifically is driving that timeline."
This demonstrates self-awareness and coachability—exactly what they're looking for.