No one wants to stammer, hem and haw, freeze up, and not know what to say or do during their presentation.
Communication and the ability to know the right thing to say at the right time is a definite point that counts to your overall professionalism and your success. These days, your customer can be just as informed as you are – sometimes even more so – and expects you to know what you are talking about. Also, your client is likely to have many choices that he may compare to your offer, as well as financial concerns that you will have to handle in your value proposition.
There will be times when you don’t have the answer to your client’s questions. That’s OK. How you answer is the key. If you don’t know something, you could say, “I don’t know,” or you could say “Great Question. Let me get that information for you.”
Which one is more effective? You might think there is not much difference, but I assure you they are completely different. One communicates that you don’t know the answer, and you lose credibility. The other acknowledges the communication and shows your willingness to serve! Being in a position to know how to respond to anything requires that you continue to brush up constantly on your communication skills and maintain a positive attitude and your product knowledge.