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客戶服務的理念—了解客戶
 
講師(shi)(shi):李老(lao)師(shi)(shi) 瀏覽次數:2587

課(ke)程描述INTRODUCTION

客戶服務理念培訓課程大綱

· 客服經理

培訓講師:李老師    課程價格:¥元/人(ren)    培訓天數:2天   

日程安排SCHEDULE

課程(cheng)大(da)綱Syllabus

課程大綱: 
第一章:客戶服務的理念—了解客戶
1.什么是服務意識?
2. 什么是客戶服務
2.1“服務”和“客戶服務”的區別,“消費者”和“客戶”的區別
2.2定義“客戶服務”
2.3案例
3.服務工作所面臨的挑戰
服務工作是一項與人打交道的工作,因為該工作要把產品賣出去,要去了解、挖掘客戶的需求,最終促成客戶的購買。
3.1同行業競爭加劇
3.2客戶期望值的提升
3.3不合理的客戶需求
3.4客戶需求的波動
3.5服務失誤導致的投訴
3.6超負荷的工作壓力
3.7服務技巧的不足
4.如何面對服務挑戰
4.1能保持一種以客戶為中心的態度,始終如一地關注客戶的需求;
4.2理解你的客戶和他對服務的觀點以及他的想法;
4.3掌(zhang)握一種有效(xiao)的服務技巧,去(qu)(qu)指導你(ni)的服務行(xing)為,而(er)不是(shi)完全憑借自己的感受去(qu)(qu)做事情。

第二章:客戶服務的理念—理解客戶
1.客戶需要什么樣的服務
2.客戶服務的誤區
3.客戶服務的準確概念
4.金牌客戶服務的定義
5.金牌客戶服務的內涵
5.1對客戶表示熱情、尊重和關注
5.2幫助客戶解決問題
5.3迅速響應客戶的需求
5.4始終以客戶為中心
5.5持續提供優質服務
5.6設身處地的為客戶著想
5.7提供個性化的服務

第三章:客戶服務人員
1.服務代表的職業化塑造
1.1社會演進對客戶服務的影響
1.2商品的需求個性化
1.3現代分銷方式的影響
1.4營銷創新:營銷創新分為三大塊:觀念、制度和管理方面的創新。
1.5客戶服務人員必須是行動積極的人
1.6唯有不斷學習才能立足于社會
2.服務代表的品格素質
2.1基本素質
A—— Authority,Action
E—— Education,H—— Humor,L—— Listen,N—— Needs
P—— Passion ,S—— Service,Smart,Smile & Speech
2.2金牌客戶服務代表的素質---3H1F
Head Heart Hand Foot

第四章:了解客戶的期望
1.客戶的期望值
1.1故事一印刷公司
1.2故事二照相館
1.3客戶的期望:優質、廉價、快速
1.4服務營銷
2.客戶的滿意度
2.1企業收集客戶意見的主要方法
2.2客戶的滿意度對營銷工作的重要性
2.3客戶滿意度調查的基本途徑
3.優質客戶服務特性
3.1程序特性
3.2個人特性
3.3客戶服務類型
第一種叫做漠不關心型的客戶服務。
第二種叫做按部就班型的客戶服務。
第三種叫做熱情(qing)友好(hao)型(xing)。最好(hao)的一(yi)種叫做優(you)質服務型(xing)。

第五章:接待客戶的技巧
1. 客戶服務的3A技巧
1.1 態度-Attitude (禮儀)1.2 方法-Approach(語言)1.3表現-Appearance (外觀)
2.語言表達技巧
2.1 選擇積極的用詞與方式2.2 善用“我”代替“你”
3.傾聽的技巧
3.1抱著熱情與負責的態度來傾聽3.2傾聽時要避免的干擾3.3做一個主動的傾聽者
4.推薦的技巧
在推薦產品或服務時,可以采用FTB法則進行
4.1 F(Feature)特征 4.2 T(Translation)話題轉換 4.3 B(Benefit)產(chan)品給客戶(hu)帶來的益處

第六章:服務品牌
1.優質的客戶服務是最好的企業品牌
1.1客戶服務對于一個企業有什么意義?
1.2只有出色的客戶服務才會使你具有超強的競爭力
1.3牢固樹立服務品牌。
1.4創造企業品牌
【案例1】“海爾”的品牌。
【案例2】瑞訊尋呼。
【案例3】腦白金
2.服務品牌是防止客戶流失的*屏障
2.1客戶叛離是一種嚴重的傳染病
2.2客戶叛離的*療法——“以客戶為中心”
2.3老客戶=更少的費用
2.4老客戶=豐厚的利潤
【案例(li)】小店(dian)和老客戶

第七章:客戶服務新理念
1.客戶服務的誤區
1.1“客戶服務”是客服人員或客服部門的事兒
1.2“客戶服務”就是受理投訴、接受咨詢和電話訪談
1.3“客戶服務”是售后被動的工作
1.4“客戶服務”是面向公司以外客戶的工作
1.5“客戶服務”是面向消費者和單位用戶的工作
2. 客戶服務新理念
2.1樹立全員營銷,全員客服之理念
2.2努力完善客戶服務項目
2.3服務要面向所有類型的客戶
2.4提供主動、全過程的客戶服務
2.5簡化服務流程,提高辦事效率
2.6硬件服(fu)(fu)務和軟(ruan)件服(fu)(fu)務相結合 

老師介紹:李老師 
首席高級(ji)講師(shi),教授級(ji)高級(ji)工(gong)程師(shi)、中(zhong)(zhong)(zhong)(zhong)國(guo)機械工(gong)程學會(hui)(hui)會(hui)(hui)員,中(zhong)(zhong)(zhong)(zhong)國(guo)標準化協(xie)會(hui)(hui)理事,中(zhong)(zhong)(zhong)(zhong)國(guo)質量(liang)認證(zheng)中(zhong)(zhong)(zhong)(zhong)心(CQC)專(zhuan)家(jia)委員會(hui)(hui)技(ji)術專(zhuan)家(jia),國(guo)家(jia)注冊主任審核員。香港(gang)金雅(ya)(ya)鐘表有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)總(zong)(zong)(zong)工(gong)程師(shi)、香港(gang)祥生實(shi)業有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)副總(zong)(zong)(zong)經(jing)理、總(zong)(zong)(zong)工(gong)程師(shi)、上(shang)(shang)海(hai)(hai)通力電(dian)器有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)總(zong)(zong)(zong)經(jing)理、總(zong)(zong)(zong)工(gong)程師(shi)。培訓和咨詢過企業有(you)(you)(you)(you):中(zhong)(zhong)(zhong)(zhong)國(guo)平(ping)安保險公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)全國(guo)電(dian)話中(zhong)(zhong)(zhong)(zhong)心(中(zhong)(zhong)(zhong)(zhong)國(guo)上(shang)(shang)市(shi)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si))、中(zhong)(zhong)(zhong)(zhong)國(guo)聯通國(guo)脈通信股份有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(中(zhong)(zhong)(zhong)(zhong)國(guo)上(shang)(shang)市(shi)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si))、中(zhong)(zhong)(zhong)(zhong)鐵快運(yun)(華(hua)(hua)東)有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)、歐萊雅(ya)(ya)國(guo)際化妝(zhuang)品(pin)有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(法國(guo))、天麗現代辦公(gong)(gong)(gong)(gong)(gong)(gong)(gong)用品(pin)有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(香港(gang))、泰(tai)詠電(dian)子有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(臺灣)、北汽(qi)福田集團(tuan)(tuan)模具廠(chang)(中(zhong)(zhong)(zhong)(zhong)國(guo)上(shang)(shang)市(shi)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si))、大連(lian)大商集團(tuan)(tuan) (中(zhong)(zhong)(zhong)(zhong)國(guo)上(shang)(shang)市(shi)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si))、新瑪特購(gou)物休閑廣場、上(shang)(shang)海(hai)(hai)家(jia)化聯合(he)股份有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si) (中(zhong)(zhong)(zhong)(zhong)國(guo)上(shang)(shang)市(shi)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si))、東風汽(qi)車公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)新疆奇臺、石河子、鳥蘇、博樂、伊犁、阿克蘇技(ji)術服務站、威海(hai)(hai)恒豐擔保有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)、上(shang)(shang)海(hai)(hai)冠恒工(gong)業設備(bei)有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(港(gang)-臺-滬合(he)資)、飛(fei)利浦電(dian)子有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(荷(he)蘭(lan))、諾基亞通信有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(芬蘭(lan))、*樹脂有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(*)、APC不間斷電(dian)源(yuan)有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(*)、上(shang)(shang)海(hai)(hai)德(de)爾(er)福汽(qi)車空調系統(tong)有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(*)、華(hua)(hua)碩(shuo)計算機有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(臺灣)、上(shang)(shang)海(hai)(hai)華(hua)(hua)聯超市(shi)集團(tuan)(tuan)(中(zhong)(zhong)(zhong)(zhong)國(guo)上(shang)(shang)市(shi)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si))、雅(ya)(ya)馬哈電(dian)子有(you)(you)(you)(you)限(xian)(xian)公(gong)(gong)(gong)(gong)(gong)(gong)(gong)司(si)(si)(si)(si)(si)(si)(日本)。


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