The right questions not only determine what customers need, but empower them, says Rick McCormick, national account development manager for Reahard & Associates. “Empowering customers replaces attempting to sell customers,” he says. Consumers expect to be manipulated into buying unnecessary products. But “when they encounter someone that is helping them” to solve a problem, McCormick says, “the customer feels that person is working for them.”
Asking about needs empowers customers
Send us a letter
Have an opinion about this story? Click here to submit a Letter to the Editor, and we may publish it in print.
Recommended for You