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Course Outline
THE ROLE OF CUSTOMER SERVICE QUALITY
- The role of customer service
- Customer service rules
- Analysis of problems during contacts with the client
- Benefits for me and the company from effective customer service
COMMUNICATION IN CUSTOMER SERVICE
- The way of conducting a conversation
- Eloquence and lexical richness
- The language of benefits
- Language traps
- Specialized expressions
PSYCHOLOGY OF CONVERSATIONS WITH DEMANDING PARTNERS
- The origins of difficult interlocutors
- The client's hidden goals
o Level of disclosure
o Subliminal level
o Expectations
o The level of quality expected by the customer
CONDUCTING CONVERSATIONS IN UNUSUAL CONDITIONS
- Working with a difficult client
- Aggressive attitude of the interlocutor
- Recognizing doubts
- Dealing with the interlocutor's attacks
- Nervousness and emotions of the interlocutor
- Criticism from the interlocutor
- Overcoming your own routine and reluctance
STRUCTURE OF A CONVERSATION WITH A DIFFICULT INTERVIEWER
- Welcome – the role of PPW
- Investigate the phone's theme
- Determining the client's objections
- Collecting the necessary information
- Examining the interlocutor's expectations
- Solution proposal – Subliminal message
- Examining the customer's satisfaction with the help received
- Summary of findings
- Closing the conversation – the role of the KPW
EMOTIONS WHEN HANDLING COMPLAINTS AND DIFFICULT CUSTOMER
- Control of negative emotions
- Extinguishing the client's emotions
- Mitigating conflicts through emotional distance
- Methods of influencing the interlocutor's well-being
STUDY OF THE EXPECTATIONS OF A DIFFICULT CUSTOMER
- Identifying and analyzing the interlocutor's needs
- Questioning techniques
- Use of received information - summary and paraphrase
- Control of the conversation with the client
- Listening skills and confirmation of listening
- Determining the necessary information - prioritization
- Elementy effective communication
NEGOTIATIONS AND INFORMATION
- Summary and presentation of solutions
- Jointly determining the scope of the solution
- Conversation in the Customer area
- Presenting your solution - suggestions
ASSERTIVENESS
- Types of emotional attitudes
o Submissive attitude
o Aggressive attitude
o ASSERTIVE attitude
- Assertiveness - how it differs from aggression and submission
- Assertive behavior
- Assertiveness – how to do it in practice
- The role of assertive behavior in contacts with the client
REPRESENTING THE COMPANY IN CONTACT WITH CUSTOMER
- Ability to properly present the company in relations with clients
- Basic non-verbal and verbal skills
- Individual skills and company policy
7 Hours
Testimonials (1)
Energetic training, sensitive listening...
Jakub - Noel
Course - Skuteczna Obsługa Klienta
Machine Translated