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7/2/2011
SKILL SETS
Leadership Employee Development / Coaching Teamwork Conflict Management Interpersonal Skills Problem solving Creativity / Innovaion Written communication Customer service Ethics
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SKILL SETS
Flexibility Goal orientation Planning / organization Diplomacy Personal effectiveness Presenting Negotiation Persuasion Empathy Continuous Learning
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SKILL SETS
Decision Making Self-Management
ORDER OF IMPORTANCE
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External Customer: Your company s source of revenue They buy your products or services There would be no business without them
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Today a customer has many choices. If he/she doesn t like a product/service he has others to choose from. This has driven competition (who in addition to what they actually sell by way of product or service) to add something extra to attract buyers.
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Core Service:
The product/service offered by your organization It answers the question What? Customers except at the very least a Core Service It gives the customers what they want When a core service does not meet the customer s expectations, loyalty is gone
What is the Core Service offered by your company? _______________________________________________ _____________________________________________ _____________________________________________ _______________
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More Service:
It answers the question How? It supports, complements and adds value to the Core Service It forms the Core Service while building a relationship It exceeds the Customers expectations It ensures brand loyalty
What is the more service offered by your company? _______________________________________________ _____________________________________________ _____________________________________________ ______
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Disney has taken the small moments of truth to a higher level. They understood the importance that these small moments of truth have on their consumers. They train their cast members (Disney s term for employees) to acknowledge the guest (Disney s term for a customer) with a smile or facial expression if within ten feet. If the cast member gets within five feet of the guest, they are to acknowledge them verbally. All of the little moments of truth combined with the major ones, with the addition of the product or service your organization is selling, add to the overall level of customer satisfaction.
How can you make the MOT a great one for you and your company? Do you think it s important? Why?
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1. Active Listening
Often customers might not verbalize concerns or fears, but it will certainly come out in their voices. Listed below are some of the emotional overtones you might hear even if they are not actually said. Do you have any of your own to contribute? Worry Doubt Fustration Disappointment Anger Embarrassment
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Merely listening does not complete the communication process. The speaker needs to KNOW you are listening, so please let them know you are so that there s no dead air .
You could use Verbal Responses Called Door Openers , such as : Really Uh- huh Interesting You don t say How about that!
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Then, there are stronger expressions, which convey an invitation to say more and also indicate a real interest on the part of the listner, such as:
Tell me what happened Let s go over that Go ahead,I am listening This sounds like something important What did you do then? What did he say when you said that?
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3. Empathy Skills
Empathy is about rapport and openness between people. When it is absent, people are less likely to consider your needs and feelings. The best way to build empathy is to help the other person feel that they are understood. That means being an active listener and not getting caught in the Sympathy Trap .
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Empathy Phrases you can use: I can see why you d be annoyed . You have a right to be concerned about . I don t blame you for being anxious . I can t imagine how disappointed you must be ..
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Creative response
Transform problems into creative opportunities.
Empathy
Develop communication tools to build rapport.Use listening to clarify understanding.
Appropriate assertiveness
Apply stratergies to attack the problem not the person.
Co-operative power
Eliminate power over to build power with others.
Managing Emotions
Express fear, anger, hurt and fustration wisely to effect change .
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Willingness to resolve
Name business issues that cloud the picture.
Development of options
Design creative solutions together.
Introduction to mediation
Help conflicting parties to move towards solutions.
Broadening perspectives
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This exercise helps you manage the length of the customer call by focusing on the customer s needs.
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How well did you listin to the customer? The customer s needs are: 1. 2. 3. 4. 5. Wants to discuss billing Wants to talk to Manish Wants to buy some items on page 16 & 17 Wants to know is the sale is still on Wants to discuss the item numbers
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8.Probing Skills
Probing skills go beyond mere questioning. Base level questioning involves Close ended and Open ended questions Close ended questions begin with : Did you? , Would you? , Have you? , etc. These can be answered with a Yes or No response. Open ended questions begin with How , Where , What , When , Who , and Why
These would possibly elicit some information
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H Hear the complaint. By letting the customer vent and let off stream without you interrupting minimizes the volatile effect of his anger. E Empathize. Let the customer know you understand why he is upset.Avoid phrases like I understand . This might spark a frssh bout of anger. Instead try saying This must be very upsetting , This reality shouldn t have happened etc. A Agree. A mistake has been made. Take ownership. Don t shift blame. R Respond: quickly and appropriately.
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