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Course Outline

Fundamentals of Customer Communication

  • The critical role of effective communication.
  • 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.
  • 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.
 14 Hours

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