In sales, we often feel compelled to provide an instant answer to every question a prospect asks. But of course, no one has all the answers. Which means that some of the time, every salesperson is winging it. But imagine responding with, “Let me think about that.” A few good things happen. First, it’s probably a more authentic response, which helps build trust. Second, it gives you an opportunity to reconnect with the prospect with more and better information, which is always good. And third, it begins to position you as an expert who’s more interested in the right answer than a quick sale. Think about that.
