Course Outline
Fundamentals of Customer Communication
- The critical role of effective communication
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Applying emotional intelligence in customer relations
- Core principles of emotional intelligence when engaging with difficult clients
- Practicing active listening and demonstrating empathy
- Using strategic phrasing to shift a difficult client’s mindset
- Understanding the profile of modern customers
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Common drivers behind difficult client behavior:
- Individual temperament or personality traits
- An attempt to extract additional benefits from the situation
- Misunderstanding of sales terms or conditions
- Dissatisfaction with the quality of customer service received
- Failure to adhere to product or service quality standards
- Personal or financial losses resulting from service inefficiencies
Categories of Conflict in Commercial Relationships
- Disputes arising from miscommunications
- Conflicts stemming from calculation or deduction errors
- Tensions caused by unmet expectations
Managing Complaints and Claims
- Accurately identifying the core issue
- Determining accountability for conflict management
- Methods for addressing objections (such as the "fog bank" method)
- Case analysis: resolving a complaint regarding inadequate service
Methodologies for Conflict Resolution
- Step-by-step process for effective resolution
- Active listening and collaborative solution proposal
- Specific techniques for managing difficult clients (e.g., the "mirroring" technique)
- Converting objections into potential sales opportunities
- Additional strategic approaches
Personal Well-being and Emotional Regulation
- The importance of self-care when navigating complex client scenarios
- Techniques for controlling stress and frustration
Customer Satisfaction Metrics and Service Assessment
- The objective and value of conducting customer satisfaction surveys
- Crafting effective survey questions
- Gathering and interpreting feedback data
- Leveraging insights to elevate service quality and enhance client retention
Supplementary Practical Scenarios with Participants
- Role-play exercises: managing complex customer interactions
- Collaborative analysis of real-world customer complaints
- Formulating a plan for follow-up actions and service evaluation
Recap and Future Directions
Requirements
- A foundational grasp of core customer service principles
- Prior experience in roles that involve direct client interaction
- 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 relationship management
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
All good