You're in a meeting. Someone asks you a question.
You don't know the answer.
What do you do?
This happens to everyone. CEOs, managers, experts - nobody knows everything. The difference between good professionals and great professionals? How they handle it.
73%
of business professionals say they have felt "panic" when asked a question they couldn't answer in a meeting.
Source: LinkedIn Workplace Survey, 2023
The Problem: Silence
When we don't know an answer, our brain freezes. In our own language, we can say "Hmm, let me think about that." But in English? Many people just... stop talking. This looks bad. It makes you seem unprepared.
4 sec
Four seconds of silence feels like one minute in a business meeting. After 4 seconds of silence, people start to feel uncomfortable.
Source: University of Cambridge Communication Studies
Marco's Story - Sales Director, Milan
Marco works for a packaging company. He was in a video call with German buyers. They asked: "What is your carbon footprint per unit?" Marco didn't know. He said nothing for 5 seconds. Then he said "I... um... I don't..." The Germans looked at each other. Marco felt terrible. He lost the deal.
Later, Marco learned: "If I had just said 'That's a great question - I can get you that number today' - they would have respected me. Silence made me look unprepared. Having a phrase ready makes you look professional."
Katya's Story - Operations Manager, Warsaw
Katya was meeting with a UK supermarket buyer. The buyer asked: "What's your monthly production capacity?" Katya wasn't 100% sure of the exact number. Instead of guessing wrong, she said: "Good question. I want to give you the exact number, so let me check and email you this afternoon." The buyer smiled and said "That's fine - I appreciate accuracy."
Katya got the contract. The buyer later told her: "I liked that you didn't make up a number. I can trust you."
The Secret: It's Not What You Know
Good professionals know one important thing: it's OK not to know everything. What matters is HOW you respond.
89%
of managers say they respect employees MORE when they honestly say "I don't know, but I'll find out" instead of guessing or staying silent.
Source: European Management Review, 2022
In this lesson, you'll learn 5 simple phrases that help you:
Buy time to think
Ask for clarification
Admit you don't know (professionally)
Promise to find the answer
Phrases A: Buy Time and Ask for Help
Click each card to learn the phrase, then practice with "Now You Try."
1 "That's a good question. Let me think..."
Click to learn more
When to use it
When you need a few seconds to think. This phrase buys you time AND makes the other person feel good (you called their question "good").
How to say it
That's a GOOD question. (pause) Let me THINK...
Say "good" with emphasis. Then pause. This gives you 3-4 seconds to think!
Example
Client: "How long until you can deliver to our warehouse?"
You: "That's a good question. Let me think... I believe it's about 5-7 working days, but I can confirm that."
NOW YOU TRY
Situation: A supplier asks you: "What percentage of your sales come from online?"
You're not 100% sure. Use the phrase to buy time, then give an approximate answer.
Start with:
That's a good question. Let me think...
Then say something like:
I think it's about...If I remember correctly...I believe it's around...
2 "Sorry, can you say that again?"
Click to learn more
When to use it
When you didn't hear clearly, or when you need more time. Asking someone to repeat gives you extra seconds to think. It's also completely normal - even native speakers do this!
How to say it
Sorry, can you say that again?
Say "sorry" quickly and politely. Stress "again" at the end.
Variations
"Sorry, could you repeat that?" (slightly more formal)
"Sorry, I didn't catch that." (very natural)
Example
Partner: "What's your position on the new regulations?"
You: "Sorry, can you say that again? The connection wasn't clear."
NOW YOU TRY
Situation: You're on a video call. A client asks a long question about shipping costs. You heard the question, but you need time to think. Ask them to repeat it.
Choose one:
Sorry, can you say that again?Sorry, could you repeat that?Sorry, I didn't catch that.
Optional - add a reason:
The audio cut out for a moment.I want to make sure I understand correctly.
3 "What do you mean by [X]?"
Click to learn more
When to use it
When someone uses a word or idea you don't understand. This is SMART - it shows you want to give a good answer. It also buys you thinking time.
How to say it
What do you MEAN by [word/phrase]?
Stress "mean" slightly. Put the confusing word at the end.
Example
Buyer: "What's your sustainability roadmap?"
You: "What do you mean by 'roadmap'? Do you mean our plans for the next year, or longer term?"
NOW YOU TRY
Situation: A business partner says: "We need to discuss your go-to-market strategy for this region."
You're not sure what "go-to-market strategy" means exactly. Ask for clarification.
Start with:
What do you mean by "go-to-market strategy"?
Then you can add:
Do you mean how we plan to sell there?Are you asking about our sales plan?Do you mean our marketing approach?
Phrases B: When You Really Don't Know
These phrases are for when you truly don't have the answer. Being honest is always better than guessing!
4 "I'm not sure, but I can check and tell you later."
Click to learn more
When to use it
When you don't know the answer but you CAN find it. This shows you're honest AND professional - you'll follow up.
How to say it
I'm not sure, but I can CHECK and tell you LATER.
Be specific about WHEN you'll tell them if possible.
Variations
"I'm not sure, but I can find out and email you today."
"I'm not sure, but I can check with my team and get back to you."
"I don't have that number with me, but I can send it this afternoon."
Example
Client: "What's the exact specification for that product?"
You: "I'm not sure of the exact details, but I can check and email you this afternoon. Is that OK?"
NOW YOU TRY
Situation: A potential buyer asks: "How many retail stores currently stock your products?"
You don't know the exact number. Respond professionally.
Start with:
I'm not sure of the exact number...I don't have that figure with me...
Then promise to follow up:
...but I can check and email you today....but I can find out and get back to you this week....but I can ask my sales team and let you know.
5 "Actually, I don't know. Let me find out."
Click to learn more
When to use it
When you completely don't know something. This is the most honest response. "Actually" shows you're being genuine. Studies show people TRUST this more than a bad guess!
How to say it
Actually, I don't know. Let me find out.
Say "actually" to show you're being honest. Keep your voice confident - not knowing is OK!
Why this works
Many people try to hide when they don't know something. But business partners can usually tell when you're guessing. Being honest builds trust. Saying "Let me find out" shows you're professional.
Example
Investor: "What's your customer acquisition cost?"
You: "Actually, I don't know that number exactly. Let me find out from my finance team and include it in my follow-up email."
NOW YOU TRY
Situation: A distributor asks: "What percentage of sales in your industry are online versus in stores?"
This is about the whole market, not your company. You really don't know. Respond honestly.
Be honest:
Actually, I don't know.To be honest, I'm not sure about the whole market.
Then offer to help:
Let me find out.I can research that and send you what I find.I can ask our industry association.
Quick Summary: All 5 Phrases
"That's a good question. Let me think..."
Buy time
"Sorry, can you say that again?"
Get more time
"What do you mean by [X]?"
Clarify
"I'm not sure, but I can check..."
Promise to follow up
"Actually, I don't know. Let me find out."
Be honest
Your Turn: Discussion Practice
Choose 2-3 cards to discuss. Try to use the 5 phrases naturally in your answers!
1
The Investor Meeting
Imagine you're meeting a potential investor. They ask: "What's your 5-year revenue projection?" You haven't calculated this exactly yet. How do you respond?
Try: "That's a good question..." or "I'm not sure, but I can..."
2
The Technical Question
A buyer asks about the "total cost of ownership" for your product. You're not sure what this term means exactly. What do you say?
Try: "What do you mean by...?" or "Sorry, can you say that again?"
3
The Competitor Question
A client asks: "How does your price compare to your main competitor?" You don't know their exact prices. How do you handle this professionally?
Try: "Actually, I don't know..." or "I'm not sure, but I can check..."
4
The Fast Speaker
You're on a video call with a British client. They speak very fast and ask a complicated question about delivery times. You didn't understand everything. What do you do?
Try: "Sorry, can you say that again?" or "What do you mean by...?"
5
The Difficult Client
A client asks: "Why should I choose your company instead of the bigger, cheaper options?" This is a hard question. You need time to think of a good answer. How do you start?
Try: "That's a good question. Let me think..."
6
Your Real Experience
Think about a real situation when someone asked you a difficult question in English. What happened? How did you feel? What would you say differently now?
Use the 5 phrases to explain what you would say now!
Deep Dive: Extended Speaking Challenge
Choose ONE challenge and speak for the full time. Use the timer!
3:00
Challenge A: The Q&A Simulation
Imagine you just gave a presentation about your company to potential partners. Now it's Q&A time. Your teacher will ask you 5-6 difficult questions. Use today's phrases to handle them professionally.
Goal: Use at least 3 different phrases from today's lesson.
Challenge B: Advice for a Colleague
A colleague is nervous about their first meeting with international clients next week. They're worried about questions they can't answer. Give them advice: What should they say when they don't know something? Share examples.
Goal: Explain all 5 phrases and when to use each one.
Challenge C: The Honesty Debate
Some people think you should NEVER say "I don't know" in business - you should always give an answer, even if you're not sure. Others say honesty is always best. What do you think? Give reasons and examples.
Goal: Give your opinion with clear reasons. Use phrases from Lesson 3 (opinions) + today's lesson.
Challenge D: Culture Differences
In some cultures, saying "I don't know" is seen as weak. In others, it's seen as honest and professional. How is it in your culture? How do you think it is in British or American business culture? What challenges does this create?
Goal: Compare cultures and discuss challenges for international business.
Wrap-Up: Today's Key Phrases
Remember: It's not about knowing everything.
It's about handling the unknown professionally.
Your 5 New Phrases
"That's a good question. Let me think..."
Buys you 3-4 seconds
"Sorry, can you say that again?"
Get more thinking time
"What do you mean by [X]?"
Clarify confusing words
"I'm not sure, but I can check..."
Promise to follow up
"Actually, I don't know. Let me find out."
Honest + Professional
Remember Marco and Katya?
Marco stayed silent and lost the deal. Katya said "Let me check and email you" and got the contract.
The difference? One phrase.
Homework Suggestion
This week in a real meeting or call:
Use "That's a good question" at least once (even if you know the answer!)
If you don't know something, use "I'm not sure, but I can check and tell you later"
Notice how the other person reacts - they will respect your honesty!
Great work today!
Next lesson: Problems and Solutions Lesson 5 of 6