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

Delivery Options

Private Group Training

Our identity is rooted in delivering exactly what our clients need.

  • Pre-course call with your trainer
  • Customisation of the learning experience to achieve your goals -
    • Bespoke outlines
    • Practical hands-on exercises containing data / scenarios recognisable to the learners
  • Training scheduled on a date of your choice
  • Delivered online, onsite/classroom or hybrid by experts sharing real world experience

Private Group Prices RRP from €2280 online delivery, based on a group of 2 delegates, €720 per additional delegate (excludes any certification / exam costs). We recommend a maximum group size of 12 for most learning events.

Contact us for an exact quote and to hear our latest promotions


Public Training

Please see our public courses

Testimonials (3)

Provisional Upcoming Courses (Contact Us For More Information)

Related Categories