Manu G. this is a classic stalling tactic. Anecdotally in my experience, the reps are equipped to give the right answer (i.e. it's been discussed internally, there's documentation) but more likely they just stumble with confident delivery. It just takes practice -- I've not found a substitute for putting in the time to practice!
This is part of a broader challenge we see across sales teams. Reps may know the right answer, but delivering it confidently under pressure is a different skill altogether. We built Atlas Primer to help solve this problem, it's a conversational AI tool that lets reps practice handling objections in real time, in a safe, on-demand environment. Even just a few minutes of targeted practice can make a big difference. Let me know if you'd like to see under the hood?
