Tag: #CustomerService #Customers #DifficultCustomers #De-escalation #Service

Enhance Your De-escalation Skills On Your Lunch Break – 30-minute training with knowledge checks and simulations

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How to Handle Difficult Customers

(with a focus on de-escalation)

30-Minute De-escalation Online Class to Help Your Employees Get Angry Customers to Back Down, Even Customers Who Want a Supervisor – with Video Teaching, Simulations, Knowledge Checks, and Practice Interactions.

  • A customer support specialist said “In regards to your eLearning course, your coaching has immensely helped me with a few difficult calls these past three weeks. The particular course that was pivotal to these calls was your “How to De-escalate” section.” –Anna Hoang, Customer Support Specialist I, Vertafore
  • Walmart called Myra’s eLearning “the gold standard” and John Hancock said, “The first thing that struck us was how engaging each module was….you are asked to actively participate in each module, and there are action items you take away.”
  • We’ve taken Myra’s onsite De-escalation Workshop and shrunk it down to a 30-minute high-impact interactive online class!

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Thanks to the Internet and social media, customers are savvier now than ever before.  Although this sounds like a good thing, the net result is an increase in stress for frontline customer service professionals. According to Newsweek magazine, the stress level of consumer services professionals is comparable to that of air-traffic controllers and police officers. In short, the role of customer service now ranks as one of the 10 most stressful jobs in the U.S.

Creating calm with difficult customers is not a matter of using aggressive tactics. It’s also not about employees being a doormat, giving in to customer demands or escalating to a supervisor. This training is about how to take assertive control, create calm and pre-empt escalations.

The One Word That Makes Customers Accept Your Word As Final

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If you say “because” when you’re telling a customer something, you’ll significantly increase the chance that they’ll accept your word as final.

Here’s Why Saying “Because” Works

Research by psychologist Ellen Langer found that saying “because,” and then tossing out a reason as insignificant as a discarded rubber band, got people to agree. In her research, Ellen created a scenario where a person wanted to cut in line to use a copier in a library, and the request was made three different ways:

1. “Excuse me. I have five pages. May I use the Xerox machine?”

60% of the time this question worked, and the person was able to cut in line.

2. “Excuse me. I have five pages. May I use the Xerox machine because I have to make some copies?”

This absurd reason worked 93% of the time.

3. “Excuse me. I have five pages. May I use the Xerox machine because I’m in a rush?”

Pleading with urgency, even with a ludicrous need, upped the success rate to 94%.

Using the “because” tactic, you can increase the chances of a customer accepting your word as final. I teach and role-play this strategy in my de-escalation workshops.

Here’s all you have to do to use the “because” tactic for de-escalation.

The Reason Your Employees Can’t De-escalate

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Everybody thinks to train employees on the company’s applications and products and to give them basic phone skills. But very few people in customer service actually get the training they need to get an angry customer to back down, politely control conversations with ramblers and skillfully handle the customer who demands to speak with a supervisor. I want to talk to you about why your employees can’t seem to de-escalate intense interactions.

Three Reasons Your Employees Can’t De-escalate

1. If You Push a Customer, They’ll Push Back

Do These Three Things to De-escalate Immediately with Customers

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I overheard one of my employees saying to an upset customer, “Sir, I work in our corporate office. I had nothing to do with the problem you’re talking about.”

She attempted to get the customer to calm down. But you know what? That didn’t calm the customer. Her words made the customer even more intense.

I pulled my employee aside, and I explained to her that she was escalating the situation with the very words she hoped would get the customer to back down.

The thing is, with de-escalation you have to take action in the present to move toward a calmer state, and toward a solution. You can’t fight fire with fire like my employee was trying to do, you have to be the water that puts the fire out.

De-escalation requires you do three things. You have to create calm with a customer who is agitated; you need to assertively take charge of the situation to pre-empt more intense emotion, and, you must move the interaction forward.

1. Create Calm

Do You Have Trouble De-escalating Angry Customers? If So, Try This.

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Four minutes into the call and I could see I was heading for trouble. The customer was a storyteller and a rambler. Plus, she was mad. She’d already spoken to an employee in the field and to one of my employees at the corporate office. Now the call had come to me. I got the call literally just as I was picking up my book to head to the park to enjoy a quick lunch and hopefully a couple of chapters of my novel.

The problem was easy enough. The customer’s rental car had broken down. That happens every day in the world of car rentals. Our solution to this problem is always swift: we get a replacement car out to the customer, reimburse any expenses and tow back the original rental.

But with this customer, the conversation was anything but easy. She kept rambling on, rehashing her frustration, making sure I knew how difficult it was to be stranded on the side of the interstate with 3 small children. If I was going to help the customer and have any shot at enjoying my lunch and a little reading, I had to resolve the problem and wrap up the call quickly.

So, here’s what I did. I used what Robert Bacal, a brilliant consultant, calls the topic-grab approach. The topic-grab approach involves listening carefully to your upset customer and then taking something they’ve said (grabbing a topic) and commenting on it or asking a question about it. This is especially effective if you can express empathy on the topic you “grab.”