Published on January 2, 2004
“When you say something, the customer hears it as an opinion. When the customer says the same thing, they consider it to be fact”
Rick Feeley Director of Sales, Timber Trading
Translation: What ever you say to the customer is not as powerful than if they said it themselves. Instead of showing how much you know, ask good leading questions that get the customer to verbalize the issues. It will mean more to them in the end.