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 Duration 14 hours

Course Outline

Fundamentals of Customer Communication

  • The critical role of effective communication
  • 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
  • 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)

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