A client said to me the other day 'I just want my sales team to be like my little girl....she never stops asking questions!'
Know what he means? He is frustrated with sales people who do not ask the obvious, do not listen to the answers they get, do not probe to find out what's really going on, do not find their clients real pain or reasons to change things.
But the real problem is .... they think they do!
Getting sales people to improve is about getting them to recognise what they are actually doing versus what you want them to be doing. sales training in my humble opinion, is bridging this gap.