At the end of my sales trainings, the majority of representatives come to realize that they ask their potential clients too few questions. Even when they're aware of the importance of asking questions during their sales conversations, they recognize that they still emphasize their presentations. They tend to deliver their message without listening or learning about the real needs of their contact.
On the other hand, others don't hesitate to ask several questions. However, these questions aren't always relevant and don't help their sales process.
What is the big argument used by your representatives to resolve the objections they face?
Let's get something straight...
There is no magic argument!
So stop looking for it and also tell your representatives to stop looking for it.