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 Duration 14 hours

Course Outline

Introduction to Customer Communication

  • The value of effective communication
  • Applying emotional intelligence to customer interactions
    • Core principles of emotional intelligence for dealing with difficult clients
    • The role of active listening and empathy
    • Strategic wording to shift a difficult client’s perspective
  • Profiling modern customers
  • Elements contributing to a difficult client experience:
    • Inherent personality traits
    • Motives to secure additional benefits from the situation
    • Misunderstanding of sales terms
    • Inadequate service delivery
    • Failure to adhere to product or service quality benchmarks
    • Personal or financial loss resulting from poor service

Categories of Conflict in Business Relationships

  • Disputes arising from misunderstandings
  • Disputes stemming from deduction inaccuracies
  • Disputes caused by unmet expectations

Managing Complaints and Claims

  • Diagnosing the core issue
  • Designating ownership for conflict management
  • Methods for addressing objections (e.g., the "fog bank" technique)
  • Case study: Addressing a complaint regarding unsatisfactory service

Approaches to Conflict Resolution

  • Key steps for successful resolution
  • Practicing active listening and suggesting solutions
  • Specific methods for engaging difficult clients (e.g., the "mirror" technique)
  • Converting objections into sales prospects
  • Additional beneficial strategies

Self-Care and Emotional Regulation

  • The critical nature of self-care when interacting with complex clients
  • Methods for controlling stress and frustration

Customer Satisfaction Surveys and Service Assessment

  • The role and significance of satisfaction surveys
  • Crafting effective survey questions
  • Gathering and interpreting feedback data
  • Leveraging insights to enhance service standards and client retention

Additional Practical Scenarios with Participants

  • Role-play: Navigating challenging customer engagements
  • Collaborative review of actual customer complaints
  • Formulating a follow-up and service assessment strategy

Recap and Future Actions

Requirements

  • A solid grasp of core customer service concepts
  • Prior experience in client-facing positions
  • A commitment to refining communication and conflict resolution abilities

Target Audience

  • Customer service specialists
  • Sales teams and account managers
  • Supervisors and team leads responsible for client relationships

Testimonials (3)

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