In this episode, Mike and Jody discuss the importance of saying “I don’t know” when talking with prospects or customers.

Key Takeaways:

• It is shocking how many people are uncomfortable saying “I don’t know.”
• It is important to follow-up with “I will find out,” “I will get an answer,” or “I’ll get back to you.”
• Don’t be dismissive when using “I don’t know.”
• You come across as more confident saying “I don’t know,” followed by one of the phrases than to fill in the gaps with random information.
• Saying “I don’t know” can lead to customer confidence that you aren’t just trying to see them a bill of goods or make things up as you go along.
• It’s important to take notes throughout your call. Find a note taking system that works for you.
• It’s critical to follow-up with the prospect/customer after saying “I don’t know.”
• Decide to take some type of action.
• If you follow-up after saying “I don’t know,” you will build a reputation as someone who solves problems.
• Leverage “I don’t know,” follow-up with an answer, execute and deliver a solution.

Work With Catalyst Sale:

• Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected]
• Invest in a Catalyst Sale course - self directed. Find our courses here 
• Hire us as a consultant/advisor within your team or organization 

Thank You 

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