What Sales Leaders Say When They Don't Know The Answer

No matter how much you prepare for your sales prospecting, appointment setting and pitching efforts, you are going to run into questions about your company or industry that you just don't know the answer to. 

The best way to respond to these situations when they come is simple: "I don't know the answer to that, but I will get back to you as soon as possible on it." 

When you own your ignorance, it actually creates a competitive advantage for you and builds trust / integrity / credibility with your prospect. Do you want to be a slimy salesperson that knows how to answer every single question perfectly using made up answers at times of uncertainty or do you want to be straight-forward and honest with your prospects? 

This strategy also provides you with the opportunity to follow up with your prospects that day or later that week. If you pitched the prospect Monday, scheduled your next meeting for the following Monday, you can now follow up again that day or later that week by answering any questions that remained unanswered as well as share some new strategies, best practices, business cases or ideas for your prospect - always adding value with each touch you deliver. 

You can immediately build trust with your prospect by being honest. No one has the answers to everything so don't expect that you need to. 

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About the author: 

Brandon Bornancin is the CEO & Founder of Seamless Contacts. His company is on a mission to help you maximizes your sales, maximize your income and maximize your life. He's obsessed with doing whatever it takes to help clients 10x revenues with sales automation strategies, technologies and best practices. He's on a mission to generate 100 billion in new revenue for clients, employees and the economy by maximizing sales growth for all organizations large and small. He can be reached at 614.440.1298 or Brandon@SeamlessContacts.com.