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If your objective is to resolve a customer complaint, arguing over a particular issue is not productive. Empathy and reassurance are probably the two most important things to keep in mind. Tell them you understand how they feel and that you want to do everything in your power to make them a satisfied customer.

If the matter in which the customer is wrong creates an obstacle to resolution, try using the Feel, Felt, Found technique. Empathise with the customer, tell them about someone else (or yourself) who had a similar experience and how the story ended:

I know how you feel. I had another customer last week who felt exactly the same; but after we checked the installation instructions, they found a part was installed backwards. We also changed some settings to better suit his needs.

You can make the situation more personal if you are the one who felt the same: I know how you feel. I used to feel the same way; but...

Or you can increase the level of reassurance/confidence by increasing the number of people who felt that way: I know how you feel. I speak to a dozen people a day who felt the same way; but...

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13y ago

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