In the automotive sales industry, being trustable is everything. In todays society, people that are trustable are hard to find, especially in the sales setting. For sales people, it can be intimidating when a customer asks a question that you dont have the answer to, The thought of saying “I don’t know” or “I am unsure” in some situations seems like you’ve lost the client. However, instead of bluffing and making up something on the spot, being honest about your knowledge will show the client that you aren’t just there to tell them what they want to hear, you tell them the truth. Today, this post explores how you can still succeed with a client, even if your answer to their questions is “I don’t Know.”
Fake Answers Kill Real Sales
Lets be honest, no customer truly expects you to know everything. However, they do expect you to be honest with them. In any situation where you, the salesperson would find themselves guessing, the customer can already tell you’re faking it. Once they notice, it can shift the whole experience into them questioning everything else you say. Trust is so key, especially in this industry. All it takes is one wrong answer to loose the trust of customers. Honesty is the best choice when you don’t the answers for them, instead of risking mutual trust, admit when you don’t know, make sure to follow up, and get them the right answers. if you show you care, it just might do you better to be honest
Lets Be Real, Save the Deal
Buyers today arent coming to the lot to be impressed, they are looking to find honest, knowledgable salespeople. While many are already coming onto the lot with an idea what they are wanting, it is more important to tell the truth about your length of knowledge, rather than lie and get it wrong. Instead of coming up with things, try saying “Let me find out for you” and show them that you care about their questions and needs. Being real matters, no one is perfect, so why try and act like it. Show that you are listening and give the insight the customer is needing to give them the experience they deserve.
Turn Honesty into your Confidence
While saying “I don’t know” isn’t easy, it is honest, and that is one thing to be proud of. Being able to say that with confidence, and provide them with answers after your research, will show them the effort you put in and how seriously you take it. That is what builds a relationship with customers, making them want to come back. That type of follow-through can set you aside from others, creating a better deal for you and the customers. Being confident about what you don’t know shows that you will put in the work no matter what, thats what a customer will remember.
Building a True Conversation, Honestly
- Customers value honesty more than a rehearsed response
- Saying “I don’t know” shows professionalism, not weakness
- Bluffing or guessing can damage trust quickly
- Today’s buyers are informed and can spot fake answers
- Following up with accurate information builds credibility
- Real conversations lead to long-term loyalty and repeat business
Say Less, Mean More
At the end of the day, It’s more than just customers buying a car, it’s about the experience and how that salesperson was able to help then with honest, well researched direction to the right choice. Just because saying “I don’t know” is the last thing you want to say, it is ten times better than lying about it and getting it wrong. Being confident about what you say makes for a balanced and respected experience for both you and the buyer. So let’s be real and seal those deals with people.
Lindsey Woodring 