Course Outline
Foundations of Customer Communication
- The critical role of effective communication
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Emotional intelligence in customer relations
- Applying emotional intelligence principles to difficult client interactions
- The power of active listening and empathy
- Strategic phrasing to positively shift a difficult client’s mindset
- Understanding the characteristics of modern consumers
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Root causes of difficult client behaviour:
- Inherent personality traits or nature
- Attempts to leverage the situation for additional benefits
- Misunderstanding of sales terms and conditions
- Inadequate customer service experiences
- Failure to meet product or service quality benchmarks
- Personal or financial losses resulting from service inefficiencies
Categories of Conflict in Commercial Interactions
- Disputes arising from misunderstandings
- Conflicts stemming from calculation or deduction errors
- Issues due to unmet client expectations
Managing Complaints and Claims
- Accurately identifying the core issue
- Assigning appropriate responsibility for conflict management
- Techniques for addressing objections (e.g., the "fog bank" method)
- Case study: navigating a complaint regarding unsatisfactory service
Effective Conflict Resolution Strategies
- Key steps for successful resolution
- The role of active listening and solution proposing
- Specific approaches for challenging clients (e.g., the "mirror" technique)
- Transforming objections into sales opportunities
- Additional effective strategies
Personal Well-being and Emotional Regulation
- The importance of self-care when managing complex clients
- Methods for managing stress and frustration
Customer Satisfaction Metrics and Service Assessment
- The value and purpose of customer satisfaction surveys
- Crafting effective survey questions
- Gathering and interpreting feedback data
- Leveraging insights to enhance service quality and client retention
Practical Application with Participants
- Role-playing: managing demanding customer interactions
- Collaborative analysis of real-world customer complaints
- Formulating a follow-up and service evaluation strategy
Conclusion and Future Actions
Requirements
- A foundational grasp of customer service principles
- Prior experience in client-facing positions
- A commitment to refining communication and conflict resolution competencies
Target Audience
- Customer service representatives
- Sales and account management teams
- Supervisors and team leaders 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