Course Outline
Fundamentals of Customer Communication
- The critical role of effective communication
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Applying emotional intelligence to customer relationships
- Core emotional intelligence principles for managing difficult clients
- Practicing active listening and empathy
- Using strategic phrasing to shift a difficult client’s perspective
- Understanding the attributes of modern customers
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Elements that contribute to difficult client behavior:
- Inherent nature or personality traits
- The desire to extract additional benefits from the situation
- Misunderstanding of sales terms and conditions
- Subpar customer service experiences
- Failure to meet expected product or service quality benchmarks
- Personal or financial losses resulting from inefficient service
Varieties of Conflict in Business Relationships
- Disputes arising from misunderstandings
- Conflicts stemming from calculation or deduction errors
- Friction caused by unmet expectations
Managing Complaints and Claims
- Accurately identifying the core issue
- Determining who is responsible for conflict management
- Methods for addressing objections (such as the "fog bank" technique)
- Case study: resolving a complaint regarding unsatisfactory service
Approaches to Conflict Resolution
- Procedural steps for successful resolution
- Employing active listening to propose viable solutions
- Specific methods for engaging with difficult clients (e.g., the "mirror" technique)
- Converting objections into potential sales opportunities
- Other effective tactical strategies
Self-Care and Emotional Regulation
- The significance of self-care when interacting with complex clients
- Techniques for controlling stress and frustration
Customer Satisfaction Surveys and Service Assessment
- The role and value of customer satisfaction surveys
- Crafting effective survey questions
- Gathering and interpreting feedback data
- Leveraging insights to enhance service quality and retain clients
Collaborative Practical Scenarios
- Role-playing: Navigating challenging customer interactions
- Group-based analysis of real-world customer complaints
- Formulating a plan for follow-up and service evaluation
Recap and Future Actions
Requirements
- A solid grasp of customer service fundamentals
- Prior experience in client-facing positions
- A commitment to enhancing communication and conflict resolution abilities
Target Audience
- Customer service representatives
- Sales and account management personnel
- Supervisors and team leaders responsible for client relations
Testimonials (3)
I especially appreciated the instructor’s ability to give thorough, well-explained answers to questions specific to my personal situation.
HASAN TAHA URLU - Huber Turkiye
Course - Assertiveness
interaction and discussion with each other in different groups, together with some games.
- Netherlands Business Support Office (NBSO) Indonesia
Course - High-Impact Communication Skills
Training was tailored to my needs