Ever feel the pressure to be the expert on everything? Here’s the truth: customers don’t buy from know-it-alls. They buy from people they trust.
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In sales there’s a fine line between being an expert and being a know it all.
And in selling, we have to get comfortable with the fact that we don’t have to know every answer.
And in fact, you can build trust and rapport with a customer if you’re honest.
When they ask you something you don’t know and you say to them, that’s a great question, I don’t know.
Or you know what? I am not the expert in that and so why don’t we get Chris on the phone.
Or, that’s a really good question – let me get my technical, my manager, my accounts team on that.
And I’ll get back to you.
Saying to the customer, hey, I don’t want to give you false information or I don’t want to be inaccurate, is okay.
You have to get past your own ego and remind yourself that it’s not your job to be a know it all.
And in fact, remind yourself that people don’t like to buy from know it alls – do you like to buy from know it alls? So admit that you don’t know something in front of the customer.
Do it this week.
It will be liberating and the customer will thank you for it by ultimately becoming a customer.
Don’t forget to check out: How to Reduce Your Customer Churn!
