We’ve all heard the old quote; “the customer is always right, and in case the customer is wrong, refer to rule number one; the customer is always right!” This is a great motto and it sure helps in customer service, and it especially helps train the new customer service reps and those behind the front counter how to deal with hard to deal with people.

Nevertheless, we know that the customer is not always right, that customers are sometimes wrong. So, what do you do when a customer, a big customer who you will be giving a big presentation to comes up with an erroneous argument, or incorrect objection to your presentation?

This happens all the time, it’s not easy when presenting a counter argument to a mistaken client. If you argue with them and tell them they are wrong, and display all the facts you often make them look bad. They feel disrespected, and a person disrespected generally seeks revenge. And even if that revenge is in the mild form of saying “no” to your presentation, you still lose.

This is why I often recommend that when giving a presentation to be very careful with counter arguments. What you must do is address the concern as if it is a real concern, and one that you have heard before, and have an exact answer for. One of the best ways to do this is to tell a short quick and to the point story, or a scenario that has previously happened. Perhaps, with a different client, and explain very quickly how you solved that problem with this solution.

A solution that only your company could handle, because of your strategies, products, and services; in other words turn the false argument into a reason why the customer should accept your presentation, and offer. Please consider all this.

Lance Winslow is a retired franchisor – Lance Winslow’s Bio. Lance Winslow is formerly the CEO of WashGuys family of franchises for instance one of Lance Winslow’s favorite companies on the team; http://www.windowwashguys.com/links.shtml/.

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