A customer, internal or external, who complains... it happens. It is possible (and desirable) to improve your ability to react to a difficult situation in order to maintain a good customer experience. To achieve this, you must first identify your own sales style, manage your emotions, clarify the customer's real expectations, and communicate with him or her according to the objective.
Knowing yourself better first and then understanding the customer better will allow you to transform a complaint situation into a loyalty opportunity.
Proactive vs. reactive to avoid recurring difficult situations
Manage priorities and emergencies
Defuse negative customer emotions
Know the strengths and weaknesses of your personality type
- The importance of the first impression
Taking care of your appearance to influence perception
Conveying enthusiasm
Adopt a positive attitude by working on your mental posture
- Respect the client's basic needs
Ensure respect, security and empathy
Work on your speech to reach a solution
Adapt to the context (telephone, e-mail, in person)
Expressions to avoid and to favour
Managing expectations (realistic vs. unrealistic)
Delivering bad news
Evaluating your listening skills
Using advanced active listening techniques
Making a good diagnosis
- The art of questioning
- Clarifying and confirming
Characteristics of the 4 main types of clients
Identifying and dealing with client types
Avoiding prejudice
Retain and build loyalty
Differentiating between difficult customers and difficult situations
Formulating an apology
- Approaching hostile customers
Cutting off conversation tactfully
Ending a conversation tactfully
Setting your own limits
Maintaining a positive attitude in conflict situations
Managing stress and staying calm.
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