Say 3 Words to Sell More: Building Trust in Sales

Honesty Builds Trust. Humility Closes Deals.

You’ve probably noticed that insecure people feel pressured to be experts in everything – not just the products or service they’re selling.

Trusted Advisors, on the other hand, are quick to admit ignorance about anything they’re not absolutely sure about; be it weather forecasts, sports scores, or the latest news. Saying the three words, ‘I don’t know’ to a customer sends the message that you are honest and don’t fake-it. That goes a long way towards generating our first and most important sale, trust.

Caveat – we are expected to know about our products and services. So when you’re unsure in that case, switch your reply to, “I don’t know yet. But I’ll have an answer for you within x hours.” Bottom line – humility and honesty sells.