The Pitch Episode 62: It’s OK to say, “I don’t know”


Be more aware of your pitch “know-it-all status.” Learn how to avoid the trap of answering questions on the fly.

The Pitch Episode 62:
It’s OK to say, “I don’t know”


A common misstep in pitching is thinking you have to have all the answers to every question you are confronted with, however this assumption couldn’t be further from the truth. During a pitch your mission is to persuade and ultimately sell someone on something so it’s tempting to answer any and all questions even if you aren’t 100% positive of the answer. Before you respond to a question, make certain you know the answer, and if you don’t, simply say, “I don’t know,” and promise to follow up and get the answer. This response does two things. First it builds trust with the person you are pitching and second it gives you a specific reason to follow up with them again. “The Pitch” challenge today: be more aware of your “know-it-all status.” Start to catch yourself before you offer up answers that are based on guessing and not facts. The worst reputation to get in pitching is becoming known as a know-it-all or liar. True honesty tells the person you are pitching that you care more about their concerns and less about how their agreement ultimately benefits you.


When you don’t know the answer to a question, what is your first reaction or response?
How does it feel when someone lies to you or makes up an answer that is not true?
What can you do to pause before filling in an answer you do not know?

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