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SALES

3 Words That Create Instant Credibility
 

Being a know-it-all is a great way to make people question your common sense.

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When it comes to credibility-building, the three most powerful words in the English language are: "I don't know."

Many salespeople and most managers think that they'll lose credibility if they admit ignorance, especially about something about which they "ought" to know. However, the exact opposite is the case.

Admitting ignorance makes everything else you say more credible. Admitting ignorance marks you as a person who's not afraid to speak the truth, even when that truth might reflect poorly on you.

Needless to say, the "I don't know" should be followed by a plan to discover the information that's required, if the issue is truly important. And you WILL be judged on whether you deliver on that promise.

But here's the thing: people dislike a know-it-all. They can often sense, at a gut level, when they're being BSed. Even if they're taken in, when they find out (as usually happens) that they've been BSed, they never trust the BSer again.

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IMAGE: jcolivera/Flickr
Last updated: Mar 7, 2013

GEOFFREY JAMES did a lot of business stuff and wrote a slew of articles and books. Now he writes this column. Preorder his new book, Business Without the Bullsh*t, by May 12 and get an exclusive bonus chapter and a signed bookplate.
@Sales_Source




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