The kernel of the problem of consultative sales

As it is with teachers, so it is with consultative sales.

Online Tutorials Help Elementary School Teachers Make Sense Of Science:
"If teachers lack confidence in their scientific knowledge base, they’re probably going to avoid situations where they might be caught flat-footed by a student’s question, because they don’t want to be asked a question they don’t know how to answer, Brown said."

By changing a few words, you get If salespeople lack confidence in their knowledge of the process, they're probably goin to avoid situations where they might be caught flat-footed by a customer's question, becuase they don't want to be asked a question they don't know how to answer."

The solution? Learn how to be comfortable when saying, "I'm not sure about that. Let me think about it and get back to you on that." The important part: get back to them as quickly as possible.

Hint: Stop worrying about being smart and looking stupid.
Everyone is smart at something and stupid at most things.