{"id":6925,"date":"2011-02-17T10:28:01","date_gmt":"2011-02-17T10:28:01","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/the-power-of-not-having-all-the-answers-honesty-in-sales\/"},"modified":"2024-02-16T10:28:01","modified_gmt":"2024-02-16T10:28:01","slug":"use-i-dont-know-to-your-advantage","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/use-i-dont-know-to-your-advantage\/","title":{"rendered":"The Power of Not Having All the Answers (Honesty in Sales)"},"content":{"rendered":"

New research from the Boston University School of Management suggests that the\"\" best phrase a sales person can use to build trust and increase the likelihood of closing a sales is to respond with \u201cI don\u2019t know\u201d when stumped by a question rather than making up an answer. Perhaps this has to do with the perception that sales people will say anything that they think gets the sales so therefore, any sales person who admits they can\u2019t answer a question, must be telling the truth and be demonstrating honesty.<\/p>\n

The phenomena is certainly true in interviewing. Often candidates sail through interviews with answers too good to be true until it comes to validating the answers with references and then the stories start to change. Few candidates know everything and it is a brave few that are prepared to admit this. These candidates are often the ones that end up being great team players and easier to manager\u2026The ones you want.<\/p>\n

See BNET Article The 3 Most Powerful Words in Sales<\/a><\/p>\n

Image courtesy of Teerapun \/ FreeDigitalPhotos.net<\/pre>\n
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