Preview Mode Links will not work in preview mode

Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Feb 2, 2021

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 hello@catalystsale.com
  • 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 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit