The War Room
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You don't need to answer all prospect's questions on a demo.

When I first got into sales and went through my first few demos, I would get stressed whenever the prospect would ask me questions I didn't know.


But as I gained more confidence and knew my way around a demo, I realized something that all AEs should implant in their head.


You don't need to answer all prospect's questions on a demo.


The benefit of getting back to your prospect is that it now gives you a reason to follow up with them later on (e.g. I recommend a video follow-up or lock in a follow-up call on the calendar), and they'll accept and expect it.

๐Ÿ“ฃ Demos
5
HarryCaray
Notable Contributor
+14
Regional VP
Definitely agree, and the prospect isn't going to care if you don't know all the answers on the call.ย  In fact they'll probably appreciate the honesty, and they'll appreciate it even more when you actually do follow up with the answer at a later time.
mistamor
Contributor
+4
VP of Sales
100% true
ChiDawg
Tycoon
+9
Senior Account Executive
The prospects will be able to see right through you if you try to bullshit your way through an answer you don't truly know or understand. Being honest about what you know and don't know helps to build rapport and confidence with the prospect that what you are telling them is accurate.
mistamor
Contributor
+4
VP of Sales
for sure, I think that sometimes you can b.s. your answer but what's the point
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
You have to be comfortable being uncomfortable is what i tell all my reps. I dont know and let me find out go a lot farther than yes'ing them to death it will bite you. A sale is a transfer of trust, no trust no sale.ย 
mistamor
Contributor
+4
VP of Sales
100% true
Beasthouse
Opinionated
+5
Corporate trainer
true you shouldn't answer any questions they should answer them for themselves or its a waste of time.
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