Course Outline
Introduction to Customer Communication
- The value of effective communication
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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
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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)
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