Turn a Negative Question into a Benefit Statement.
A customer asks, "Why do you have so much red tape associated with these service agreements?" "Benefit" answer: "Why does having a list of all the company liaisons benefit you: Well, let’s say Kathy in your word processing department calls for service. Within seconds, we can check the file, verify her as an authorized contact, and answer her question while she’s on the line--without waiting for a callback. You’re doing the paperwork up front in providing us names of liaisons saves you time when you have a problem and need service immediately."
A customer asks, "Why do you have so much red tape associated with these service agreements?" "Benefit" answer: "Why does having a list of all the company liaisons benefit you: Well, let’s say Kathy in your word processing department calls for service. Within seconds, we can check the file, verify her as an authorized contact, and answer her question while she’s on the line--without waiting for a callback. You’re doing the paperwork up front in providing us names of liaisons saves you time when you have a problem and need service immediately."
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