"Men acquire a particular quality by constantly acting in a particular way.

Customers are often suspicious of salespeople, especially those they've just met. You likely have experienced this yourself. Many think that salespeople will say anything to make the sale.

Integrity is the key ingredient in selling. There is a simple way to show your customer that you have it, in order to build your credibility.

When your customer asks you a question that you don't know the answer to say, "I don't know, but I'll find out." Get the answer and be sure to report back. This is especially effective if you make a note of it in front of your customer. It shows you are listening to him or her and intend to do what you say.

"I don't know, but I'll find out" is an instant credibility builder in both business and personal relationships. People love this because they know they can count on you to do what you say you're going to do. Your customers make the simple connection that they can depend on you and that your other answers are truthful.

And what could be better than that?
- Hank Frazee, Author of  Referral Upgrade   and  Before We Say "Goodnight"