What exact line does Brian LaManna recommend sellers use when they don't know an answer?

Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

Use This Line to Build Trust In Deals

9 Oct 2025 · 1 min

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0:45

Short YouTube tip by Brian LaManna titled "Use This Line to Build Trust In Deals." LaManna advises sellers to admit when they don't know an answer using a concise line, then treat it as an action item: (1) mark it as an action, (2) find the correct answer internally, and (3) single-thread a follow-up post-call. He emphasizes buyers expect honesty and that pretending to know is a red flag.

Questions this video answers

"That's a great question. I'm actually not sure. Is it okay if I get you the right answer internally and then follow up with you?"

Chapters

Experienced sellers say this and rookie sellers won't admit it. Here's a quick piece of advice in under 30 seconds that'll help you in your next sales cycle. You should be saying this at minimum once per cycle and it's a powerful boring line to build trust. So pretend the buyer just asked you a very tough or like a very specific question. Here's how I'd answer it. That's a great question. I'm actually not sure. Is it okay if I get you the right answer internally and then follow up with you now from there it's simple. Number one mark it as an action item. Number two find the right answer internally and then three it's a great excuse to actually single thread a follow up post call Buyers do not expect you to know everything. As a seller it's actually 10 times more of a red flag to pretend that you do. Give it a shot and let us know how it works.