I Don't Know

Two different sales managers I've had in my career have told me that if a client asks a question I don't know the answer to just:
1. "tell the client an answer that sounds like it makes sense and move on."
2. "tell the client a very vanilla answer that doesn't really answer the the question"
3. "make something up"

I hated all of the above and just go with the advice my dad told me:
"When a client asks a question you don't know the answer to, say you don't know the answer to that question and you will get back to them by a certain time with what you found out."

That advice has in my opinion saved more deals for me over the years than I can count.
I've been in meetings with other sales people who have told the client one of the three answers above and when I've heard them I always think how corny that sounds. How false and insincere.
If it sounds that way to me, how does it sound to the client?

By telling the client I don't know the answer but I will find out and call them back at a certain time it does three things to strengthen my relationship with that client:
1. It gives me a reason to call them back
2. by calling them back at the appointed time it gives me credibility with the client that I will follow up as I say I will
3. I get instant credibility in the meeting because I am being honest

Danny Cahill of Hobson Associates has a good video example of what I'm talking about.
Thanks Danny. I'm glad to see you took my dad's advice too!

Thanks!
Ev
A Heck of A Nice Guy

Danny Cahill "I Don't Know" video