Advanced Customer Service Training August 11, 2011 Lisa ...
Transcript of Advanced Customer Service Training August 11, 2011 Lisa ...
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ADVANCED CUSTOMER SERVICE TRAINING AUGUST 11, 2011
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• Get acquainted with your table mates.
• Work together as a team throughout the session.
• Setting expectations:
– Something new to learn.
– Help one person.
– Expect to feel uncomfortable.
Welcome Remember:
Changing my expectations will make my days less stressful.
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Why Provide Good Customer Service?
Remember: Providing good customer service is the right thing to do! …and it reduces my stress!
• Increased profits?
• Beat the competition?
• Customer loyalty?
• Word of mouth advertising?
• It reduces stress!
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Hospital Analogy Hospitals and Courts can be: Frightening Intimidating Confusing Expensive
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• New methods to de-escalate difficult customer situations.
• To apply stress reduction techniques.
• How to turn a potentially negative interaction into a satisfactory experience.
During this session you will learn:
Remember:
Understanding
common reactions
and using the right
tools will improve
communications and
reduce stressful
interactions.
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• Core Service – what we do
• Customer Service – how we do it
Two Types of Service Remember:
Core service = item
Customer service = wrapping
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Human/Business Model Remember:
Addressing the human level as we communicate with customers will reduce the likelihood of a negative interaction.
Human Level
Business Level
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Self-Actualization
Esteem
Love/Belonging
Safety
Physical/Biological
Basic Human Needs Remember:
Many of your customers are experiencing fear as they navigate the judicial system.
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• Acknowledge
• Appreciate
• Assure
• Active Listening
• Paraphrasing
• Positive Agreement
Caring Responses Remember:
By using the caring responses you communicate empathy and understanding to the customers.
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• How do people behave?
– What do they say and do?
• How do we react?
Difficult Interactions Remember:
Don’t take the bait and get hooked!
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6 Parts of Behavior
Reasoning
Controlling
Nurturing Defiant
Spontaneous
Adaptive
Remember: Behaviors have common patterns that solicit common reactions.
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Face-to-Face Communication:
__% Body Language
__% Voice Tone
__% Words
The Impact of a Message
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Face to Face Communication:
55% Body Language
38% Voice Tone
7% Words
Telephone Communication:
__% Voice Tone
__% Words
The Impact of a Message Remember:
It isn’t what I say but how I say it that ultimately sends the message.
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Face to Face Communication:
55% Body Language
38% Voice Tone
7% Words
Telephone Communication:
88% Voice Tone
12% Words
The Impact of a Message Remember:
Use the Caring Responses and a neutral or friendly voice tone throughout my communications.
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• You have to/need to…
• I can’t… or You can’t…
• I need to transfer you to…
• I don’t know…
• I’ll try…
• It’s our (policy, rule, etc.)
• Legal jargon/citations
Words to Avoid Remember:
I have control over the words I use and how I say them. I control my reactions to people. I will not allow myself to get hooked!
I have a choice.
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Are we as courteous when we deal with people who:
– exhibit pet peeves
– are not polite
Are we less courteous when we have a bad day?
Courteous Behaviors Remember:
I have control over my behavior and my mood.
I will treat others as I would like to be treated.
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• Recordings in our minds.
• Define our “normal.”
Tapes Remember:
The people I deal with every day do not share the same tapes I do. They may have a different definition of “normal.”
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• Comes from controlling or adaptive parts.
• We discount others and ourselves.
• Discounting leads to unproductive interactions.
Discounts Remember:
Discounts make people feel less valued.
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The Way It Is Model
The Way It Is
The Way I See It
The Way You See It
I cannot change the way it is, but I can seek to understand the way the other person sees it. Understanding does not mean that I must agree.
Remember:
Story
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• Understand how we accumulate bad feelings.
• Avoid hooks.
• Unproductive and productive ways to deal with stress.
• Change expectations.
Stress Reduction Skills Remember:
Comfort Zone
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• Expect to learn something new.
• Expect to help at least one person.
• Expect to feel uncomfortable.
Setting Expectations Remember:
Changing my expectations will make my days less stressful. Discomfort = Growth
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• Avoid invitations into a negative interaction.
• Assume positive intent.
• Improve listening skills.
Avoiding Hooks
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• Focus on human level and then move to business level.
• Use a calm voice tone.
• Provide options.
• Know when you can bend the policy.
Defusing Skills
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• Abusive language
• Aggressive behavior
• Threats of violence
When To Get Backup Remember:
My supervisor is available as backup anytime.
I need to call for security staff when I perceive a threatening situation.
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• Human/ Business Model
• Customer Needs
• Caring Responses
• Six Parts of Behavior
Summary
• Impact of a Message
• Tapes
• Discounting
• The Way it Is Model
• Hooks
• Defusing Skills