Friday, April 17, 2020


Occasionally when talking to a prospect, a question may be posed that you don’t immediately know the answer. The first thing you should do is pause, gather your thoughts and tell the prospect “that you are not sure what the answer is but you will find out”.

Getting the answer to the question could be as simple as calling your office and have someone there answer it. Or you may have to tell your prospect that you will find out and call them back or make another appointment when you have the right answer.

While your prospect may not like waiting for an answer, they will appreciate the fact that you didn’t just try to to bluff them with an answer that turned out to be wrong. Giving wrong information immediately is far worse than taking your time and giving the right answer.

This is a possible scenario when a sales person is too proud to admit they don’t know an answer. Whatever you do, don’t guess. Even if you end up being right, you can’t afford to be wrong. It may be embarrassing to admit you don’t know something, but it will be far more embarrassing to give an incorrect answer.

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The Bane-Clene® Team.

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