How To Say “I Don’t Know” With Confidence
No one knows the answer to every question. No matter how diligently you study up on your products or offer, there’s bound to come a time when you face a question that you can’t handle off the top of your head. Don’t become paralyzed by the need to know everything about your product or offer, you can’t know it all. Someone’s always going to ask that one question that makes you say to yourself, “I should have known that.” Well the truth is you can’t and shouldn’t wait until you know everything before you start to market.
When someone asks a question you can’t readily answer, you may be tempted to take a guess. It’s just human nature to want to sound like an expert in all situations. But this kind of thinking can get you into hot water.
There are two possibilities when you guess at something. Either you’ll be lucky and come up with the right answer, or, more likely you’ll give the wrong information. If your guess turns out to be wrong you’ll have an unhappy prospect on your hands.
The best practice is never to guess at answers. One of your prime objectives in every call is to build a relationship of friendly trust. The instant your prospect begins to suspect that what you’re telling them might not be reliable, you’ve lost any chance for that trust to develop and then you need start back peddling to explain. Chances are you lost any chance of fully regaining that trust.
When you don’t know an answer, admit it! Most people will respect you if you’re candid about it. Say something like, “I’m afraid that goes beyond my level of expertise. But I can get that answer for you and I’ll get back with you as soon as I have it.” When you say something like this, posture yourself accordingly. Be confident that you will find the answer. That confidence will translate into honesty and integrity, which create trust and will continue your quest to build a strong relationship.
Almost as bad as giving the wrong answer is floundering around, or trying to stall for time, when it’s perfectly obvious that you don’t know the answer. Be honest. It’s not a crime to admit you’re not sure, it’s real.
What it really comes down to is this: Most people will understand if you say you don’t know the answer. But almost no one will be understanding if you say you do know and it turns out that you really don’t.
Your prospect counts on you for guidance in making the right decision. One incorrect guess on your part may look like trick to help close a sale. A policy of honesty at all times will show that you and your company are worthy of trust.
