Course Outline
Fundamentals of Customer Communication
- The critical role of effective communication.
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Applying emotional intelligence to customer relations.
- Core emotional intelligence principles for managing difficult clients.
- Cultivating active listening and empathy.
- Strategic language to positively influence difficult client attitudes.
- Profiling the characteristics of modern customers.
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Key drivers behind difficult client behavior:
- Individual temperament or personality traits.
- The pursuit of additional benefits from the situation.
- Misunderstanding of sales terms and conditions.
- Subpar customer service experiences.
- Failure to meet established product or service quality benchmarks.
- Personal or financial losses resulting from service inefficiencies.
Categories of Conflict in Commercial Relations
- Disputes arising from misunderstandings.
- Conflicts stemming from calculation or deduction errors.
- Tensions caused by unmet expectations.
Managing Complaints and Claims
- Accurately diagnosing the core issue.
- Allocating responsibility for conflict management.
- Methods for addressing objections (e.g., the 'fog bank' technique).
- Scenario analysis: resolving complaints regarding unsatisfactory service.
Conflict Resolution Strategies
- Procedural steps for effective resolution.
- Employing active listening to propose viable solutions.
- Advanced techniques for engaging with difficult clients (e.g., the 'mirror' technique).
- Converting objections into potential sales opportunities.
- Other impactful strategic approaches.
Personal Well-being and Emotional Regulation
- The importance of self-care when navigating complex client interactions.
- Methods for managing stress and frustration.
Customer Satisfaction Surveys and Service Assessment
- The objective and significance of satisfaction surveys.
- Crafting high-impact survey questions.
- Gathering and interpreting feedback data.
- Leveraging insights to enhance service quality and boost client retention.
Collaborative Practical Applications
- Role-play simulations: navigating challenging customer engagements.
- Collective analysis of real-world customer grievances.
- Formulating a comprehensive follow-up and service evaluation roadmap.
Conclusions and Future Actions
Requirements
- Familiarity with fundamental customer service principles.
- Practical experience in client-facing positions.
- A strong motivation to refine communication and conflict resolution abilities.
Target Audience
- Customer service representatives.
- Sales and account management teams.
- 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
The games, the approach, the structure, the essence of it and the people