Sales Training Video – Not knowing everything.

How to be a Professional Salesperson.©
Free Sales Training Video Series – Not knowing everything.

Not knowing everything.

Nobody knows everything.  Relax; your prospects and customers know that.  They’re not looking for a walking Encyclopedia or even a Wikipedia.  What they arelooking for is someone who can get answers so they can make a decision about your product.

Believe it or not, sometimes you’re better off not knowing the answer to a question.  I was once working on a deal and I got a question that stumped me.  This was not a problem for me.  I went back to my support people and had an answer for the customer in 20 minutes.  When I came back with the answer, my prospect thanked me and said she never had a sales rep turn around an answer so quickly and she was extremely grateful.   From that point on we had a very easy buying cycle and she became a long term customer.

That event really triggered something in my head that I never forgot:  It’s not always how smart you are, how well you speak English, or how nice a car you drive that impresses a customer.  It’s what you do, how well you do it, and how quickly you can get it done that impresses a customer. 

While I have been tempted on occasion to tell a prospect I didn’t know the answer to a question that I actually did (which would be dishonest) I have never felt bad saying, “Good question.  I don’t the answer, but I will find out for you.”  It gives me a chance to show my value to them.  So, don’t run because you may not know everything.  Accept their question as an opportunity to show your value.

To order my complete sales system from Amazon, just click the book.

And, contact me to explore a live or phone training session.