Introduction

Achieving customer service excellence is not accomplished by accident, nor is it attained without effort and teamwork. It requires well–trained customer service professionals who have a passion for providing quality service. This dynamic, five-day course emphasizes the professional communication skills and actions that create the foundation for continuous improvement.

In today’s customer-oriented business environment, “people skills” are critical for career advancement and organizational effectiveness. The program emphasizes the importance of providing customer service excellence in a competitive environment, proven strategies for service recovery, and negotiation techniques for dealing with difficult customers in a professional manner.

• Identify key components that promote customer retention and loyalty
• Describe the practices of a world-class customer service provider and model their own performance on those practices
• Utilize interpersonal skills as vital tools in the provision of customer service
• Develop a customer-focused mindset for continuous improvement
• Improved conflict resolution skills

Course Objectives of Achieving Excellence in Customer Service

• Establish the importance of setting and reviewing customer service standards
• Develop an understanding of internal and external customer expectations
• Communicate more effectively by utilizing active listening and questioning skills
• Demonstrate how to deal with difficult customers effectively
• Set SMART objectives and goals to increase daily productivity
• Utilize stress management techniques to reduce tension

Course Methodology of Achieving Excellence in Customer Service

This dynamic, 5-day seminar is highly interactive and encourages delegate participation through a combination of group discussion, videos, role-play exercises, case studies, and breakout sessions. This seminar will include benchmarking best practices to model world-class customer service excellence. The comprehensive course manual has been designed to be practical, easy to use, and facilitate learning. Delegates are provided a comfortable, enlightening learning experience that gives them the latest insights, techniques, and best practices to promote long-term customer satisfaction and loyalty.

Organizational Impact of Achieving Excellence in Customer Service

• A shared organizational customer service vision
• A streamlined customer service feedback system
• Improved Intra/ interdepartmental communication
• A highly motivated and focused workforce
• Increased competency and communication skills
• Increased customer retention and revenue growth

Personal Impact of Achieving Excellence in Customer Service

• An increased appreciation for their role in helping their organization achieve customer service excellence
• Up to date techniques and methods to help them provide world-class service
• Enhanced leadership and communication skills required to excel in their career
• Increased confidence in their abilities to work professionally with difficult or upset customers
• The insight to adjust their own temperament style to become more versatile, adaptable and highly successful
• Improved time management skills and increased productivity

Course Outlines of Achieving Excellence in Customer Service

DAY 1

Setting the Standards for Customer Service Excellence

• The benefits of providing excellent customer service
• Breakout session: How to use customer service to promote customer loyalty
• Case study: The best and worst customer service provdiers
• The WOW Factor: Going the extra mile…and then some!
• The importance of managing internal and external customer expectations
• First impressions: What do your customers see and hear?
• Understanding and working with the four customer styles
• Practical exercise: What is your individual personality type?

DAY 2

Communicating the Customer Service Message

• How well does your organization communicate the importance of customer service?
• Understanding your customer’s nonverbal communication
• Tips for building trust and rapport quickly…face-to-face or on the telephone
• What is your preferred learning style?
• Developing your active listening skills to enhance communications
• Use questioning techniques to identify a customer’s expectations and service requirements
• Telephone tips to promote a professional image
• The dos and don’t of written communication

DAY 3

Service Recovery: Handling Complaints and Difficult Customers

• The importance of customer complaints and why they should be encouraged
• Six steps to service recovery
• Case Study: Best Practices of Scandinavian Airlines and The Disney Corporation
• Strategies to help calm upset customers
• Managing emotions during stressful situations
• Empower employees to get the job done
• Breakout session: Step-by-step process for handling a customer complaint
• Role-play exercise: Dealing with upset customers

DAY 4

Principles of Persuasion

• Requesting feedback from customers and colleagues
• The art of giving and receiving feedback
• Case study: Best practices - Xerox’ Five Pillars of Customer-focused Strategy
• Negotiating mutually beneficial outcomes
• Words and tones to avoid
• The RATER Model: Five dimensions of customer service excellence
• Best practices for call handling, documentation and quality assurance
• Measuring and monitoring customer satisfaction

DAY 5

Getting the Right Customer Service Attitude

• The importance of attitude and teamwork
• Focusing on continuous improvement
• Stress management tips to increase productivity
• Practical exercise: What are your biggest “timewasters” that block productivity?
• The customer service mission and vision
• Setting personal and professional goals
• Practical exercise: What is your Action Plan?
• End of course review and delegate feedback