Using Your Prospect’s Input
January 1, 2008

Part 6:
There are certain aspects of the project you decide:
1. Products
2. Process
There are aspects of the project you may allow your client to help design:
1. Aesthetic issues
2. Interface
Avoid the Puma
You choose the products. You choose how they’re installed. That’s not up for discussion. If the prospect has product suggestions, steer them to your choices. Why is this important? Because you cannot control the project unless you control the products. It’s that simple.
Like the trail guide, you choose the path. If a hiker asks to go up the north side of the hill, and you know