I Don't Know

As a rookie sales professional, you will be asked many questions for which you do not know the answer.  It happens occasionally to veterans as well.  There are many reasons that you should not avoid the question, guess the answer, or fake it.  The most important of these reasons is that it is not honest.

So how do you handle it?

Since it will happen, have a solid, scripted response.  Here is mine.

"That is a good question.  I don't know the answer, but I will find out and get you the answer as soon as possible.  It might help me to get the right information for you if I undertood specifically specifically why you ask."

People will appreciate your honesty and when you get them the answer to their question in a timely manner, you have done two things.  You have followed through and you have created an opportunity to prospect within a short timeframe.  Both of these things help build trust.

As important as this is, it is the end of the script that has the greatest impact.  You have just given your prospect the floor and asked them to open up and tell you what is on their mind.  They know you are truly listening to understand as opposed to listening to sell.

It is surprising how real people get when they have disengaged their sales defense system, don't you think?

Photo on Flicker by CarbonNYC