3 Words That Create Instant Credibility
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.
Like this post? If so, sign up for the free Sales Source newsletter.
GEOFFREY JAMES | Columnist
Geoffrey James was recently named a "Top 40 Social Selling Marketing Master" by Forbes, and his blog has won awards from the Society of American Business Editors and the American Society of Business Publication Editors. His writing has appeared in publications as diverse as Wired, Brandweek, and Men's Health, and he is the author of numerous books, including The Tao of Programming, Business Wisdom of the Electronic Elite, and, most recently, Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know.