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Preface | xi | |
About the Author | xv | |
Part 1 | Succeeding at Customer Service | 1 |
Chapter 1 | Basics of Customer Service | 3 |
What's in It for Me? | 4 | |
Different Kinds of Customers | 6 | |
First Things First-Dispelling an Important Customer Service Myth | 8 | |
Understanding What Customers Want | 9 | |
About This Book | 13 | |
Chapter 2 | Customer Service Tools and Techniques | 16 |
Above and Beyond the Call of Duty | 19 | |
Acknowledge Customer's Needs | 19 | |
Acknowledging Without Encouraging | 20 | |
Active Listening | 20 | |
Admitting Mistakes | 21 | |
Allowing Venting | 21 | |
Apologize | 22 | |
Appropriate Nonverbals | 22 | |
Appropriate Smiles | 22 | |
Arranging Follow-Up | 23 | |
Assurances of Effort | 23 | |
Assurances of Results | 24 | |
Audience Removal | 24 | |
Bonus Buyoff | 24 | |
Broken Record | 24 | |
Closing Interactions Positively | 25 | |
Common Courtesy | 25 | |
Completing Follow-Up | 26 | |
Contact Security/Authorities/Management | 26 | |
Disengaging | 27 | |
Distraction | 28 | |
Empathy Statements | 28 | |
Expediting | 29 | |
Expert Recommendations | 29 | |
Explain Reasoning or Actions | 29 | |
Face-Saving Out | 30 | |
Finding Agreement Points | 31 | |
Finishing Off/Following Up | 31 | |
Isolate/Detach Customer | 31 | |
Leveling | 31 | |
Managing Height Differentials/Nonverbals | 32 | |
Managing Interpersonal Distance | 32 | |
Not Taking the Bait | 34 | |
Offering Choices/Empowering | 34 | |
Plain Language | 35 | |
Preemptive Strike | 35 | |
Privacy and Confidentiality | 36 | |
Probing Questions | 36 | |
Pros and Cons | 37 | |
Providing Alternatives | 37 | |
Providing a Customer Takeaway | 38 | |
Providing Explanations | 38 | |
Questioning Instead of Stating | 39 | |
Referral to Supervisor | 39 | |
Referral to Third Party | 40 | |
Refocus | 41 | |
Setting Limits | 41 | |
Some People Think That (Neutral Mode) | 43 | |
Stop Sign-Nonverbal | 43 | |
Suggest an Alternative to Waiting | 44 | |
Summarize the Conversation | 44 | |
Telephone Silence | 45 | |
Thank-Yous | 46 | |
Timeout | 46 | |
Use Customer's Name | 46 | |
Use of Timing with Angry Customers | 47 | |
Verbal Softeners | 47 | |
Voice Tone-Emphatic | 48 | |
When Question | 48 | |
You're Right! | 49 | |
Part 2 | Dealing with Specific Customer Situations | 51 |
1 | When You Are Late or Know You Will Be Late | 53 |
2 | When a Customer Is in a Hurry | 56 |
3 | When a Customer Jumps Ahead in a Line of Waiting Customers | 58 |
4 | When a Customer Asks to Be Served Ahead of Other Waiting Customers | 60 |
5 | When a Customer Interrupts a Discussion Between the Employee and Another Customer | 62 |
6 | When a Customer Has a Negative Attitude About Your Company Due to Past Experiences | 64 |
7 | When You Need to Explain a Company Policy or Procedure | 67 |
8 | When a Customer Might Be Mistrustful | 70 |
9 | When the Customer Has Been Through Voicemail Hell | 73 |
10 | When a Customer Is Experiencing a Language Barrier | 76 |
11 | When the Customer Has Been "Buck-Passed" | 79 |
12 | When a Customer Needs to Follow a Sequence of Actions | 81 |
13 | When the Customer Insults Your Competence | 83 |
14 | When a Customer Won't Stop Talking on the Phone | 85 |
15 | When the Customer Swears or Yells in Person #1 | 87 |
16 | When the Customer Swears or Yells in Person #2 | 90 |
17 | When a Customer Won't Stop Talking and Is Getting Abusive on the Phone #1 | 93 |
18 | When a Customer Won't Stop Talking and Is Getting Abusive on the Phone #2 | 96 |
19 | When a Customer Has Been Waiting in a Line | 99 |
20 | When You Don't Have the Answer | 101 |
21 | When Nobody Handy Has the Answer | 105 |
22 | When You Need to Place a Caller on Hold | 108 |
23 | When You Need to Route a Customer Phone Call | 111 |
24 | When You Lack the Authority to ... | 114 |
25 | When a Customer Threatens to Go over Your Head | 116 |
26 | When a Customer Demands to Speak with Your Supervisor | 118 |
27 | When a Customer Demands to Speak with Your Supervisor, Who Isn't Available | 121 |
28 | When a Customer Threatens to Complain to the Press | 123 |
29 | When a Customer Demands to Speak to the "Person in Charge" | 126 |
30 | When a Customer Makes an Embarrassing Mistake | 130 |
31 | When a Customer Withholds Information Due to Privacy Concerns | 133 |
32 | When a Customer Threatens Bodily Harm or Property Damage | 136 |
33 | When a Customer Is Confused About What He or She Wants or Needs | 140 |
34 | When a Customer Makes a Racist Remark | 143 |
35 | When a Customer Makes a Sexist Remark | 146 |
36 | When a Customer Refuses to Leave | 149 |
37 | When a Customer Accuses You of Racism | 152 |
38 | When a Customer Plays One Employee off Another ("So-and-So Said") | 155 |
39 | When a Customer Might Be Stealing | 159 |
40 | When a Customer Is Playing to an Audience of Other Customers | 161 |
41 | When a Customer Exhibits Passive-Aggressive Behavior | 164 |
42 | When a Customer Uses Nonverbal Attempts to Intimidate | 167 |
43 | When a Customer Makes Persistent and Frequent Phone Calls | 170 |
44 | When Someone Else Is Not Responding (No Callback) | 173 |
45 | When You Need to Clarify Commitments | 177 |
46 | When a Customer Wants Information You Are Not Allowed to Give | 180 |
47 | When a Customer Makes a Suggestion to Improve Service | 182 |
48 | When You Can't Find a Customer's Reservation/Appointment | 185 |
49 | When Your Are Following Up on a Customer Complaint | 188 |
50 | Properly Identifying the Internal Customer | 191 |
51 | When an Internal Customer Isn't Following Procedures to Request Service | 194 |
52 | When the Customer Wants Something That Won't Fill His Need | 197 |
53 | When You Want Feedback from the Customer | 200 |
54 | When a Customer Complains About Red Tape and Paperwork | 203 |
55 | When You Need to Respond to a Customer Complaint Made in Writing | 206 |
56 | When a Reservation/Appointment Is Lost and You Cannot Meet the Commitment | 209 |
57 | When Customers Are Waiting in a Waiting Room | 212 |
58 | When a Customer Complains About a Known Problem | 215 |
59 | When a Customer Asks Inappropriate Questions | 217 |
60 | When a Customer Tries an Unacceptable Merchandise Return | 219 |
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Add Perfect Phrases for Customer Service: Hundreds of Tools, Techniques, and Scripts for Handling Any Situation, Tools for pleasing even the most demanding customers A satisfied customer is a loyal customer, and in today's supercompetitive business economy few things are as crucial to a company's bottom line as the quality of its customer service. This lat, Perfect Phrases for Customer Service: Hundreds of Tools, Techniques, and Scripts for Handling Any Situation to the inventory that you are selling on WonderClubX
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Add Perfect Phrases for Customer Service: Hundreds of Tools, Techniques, and Scripts for Handling Any Situation, Tools for pleasing even the most demanding customers A satisfied customer is a loyal customer, and in today's supercompetitive business economy few things are as crucial to a company's bottom line as the quality of its customer service. This lat, Perfect Phrases for Customer Service: Hundreds of Tools, Techniques, and Scripts for Handling Any Situation to your collection on WonderClub |