Do your sales reps really master the sales interview?

Do your sales reps really master the keys to a successful sales meeting? You have every reason to think so: they know their sales techniques inside out, they scrupulously apply the 7 key stages of the sales meeting, they always set themselves S.M.A.R.T. objectives, and S.O.N.C.A.S. holds no secrets for them! : ) In short, they're real pros. However, we run sales training courses on a daily basis, and the reality we observe in the field is often as follows: salespeople very rarely master an essential key to the success of ANY sales meeting: listening. And this inevitably leads to failed deals, due to a lack of open questioning and attention to customers' latent needs...