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Dedication
by Carol Roth, Richard S. Gallagher
The Customer Service Survival Kit
Cover
Half title
Title
Copyright
Dedication
Contents
Foreword
Acknowledgments
Introduction
Part I Why Worst-Case Scenarios Matter
Chapter 1 Understanding the “Uh-Oh” Moment
Why Worst-Case Scenarios Are Important
Good Intentions Are Not Enough
Part II Tools for Defusing a Customer Crisis
Chapter 2 Leaning Into Criticism
Step 1: Hand Their Complaints Back to Them
Step 2: Use “Wow” Words
Step 3: Steal All Their Good Lines
Step 4: Never Defend Yourself First
Why Leaning In Is So Hard
Putting Learning into Practice
Chapter 3 Achieving Deep Acknowledgment
Why We Don’t Acknowledge Demanding Customers
The Four Powerful Levels of Response
Acknowledgment: Your Key to Handling Any Situation
Putting Learning into Practice
Chapter 4 Avoiding Trigger Phrases
The Other Golden Rule
Trigger Phrases and How You Can Avoid Them
Less Is Often More
Putting Learning into Practice
Chapter 5 Divide and Conquer: The Safe Way to Deliver Bad News
Step 1: A Good Introduction That Prepares the Customer
Step 2: A Proactive Summary That Moves the Customer Toward a Solution
Step 3: An Empathetic Response to the Customer’s Reactions
Putting Learning into Practice
Chapter 6 Powerful Problem Solving: Beyond “Yes We Can” and “No We Can’t”
Step 1: Clarify the Other Person’s Needs
Step 2: Frame Your Response
Step 3: Create Incentives
Step 4: Respond to Objections
A New Way to Solve Problems
Putting Learning into Practice
Chapter 7 Reframing Your Message
How Reframing Works
When Reframing Is a Bad Idea
A New Perspective
Putting Learning into Practice
Chapter 8 Grounding an Angry Outburst
Understanding Customer Anger
Step 1: Use the Highest Acknowledgment Level Possible
Step 2: Ask Assessment Questions
Step 3: Shift the Discussion
Working in the Red Zone
Putting Learning into Practice
Chapter 9 Becoming Immune to Intimidation
Angry Customers vs. Toxic Entitlement
The Basics of Nonreactivity
Putting Nonreactivity to Work
Can Entitled Customers Change?
Putting Learning into Practice
Chapter 10 The Wrap-Up
Understanding Good Closings
The Right Ending: A Good Beginning
Putting Learning into Practice
Part III Your Worst Customer Situations—Solved!
Chapter 11 You’re the Boss
Lean Into the Customer’s Biggest Concerns
Ask Good Questions
Respond to Threats with “Can-Do” Language
The Law of Reciprocity
Chapter 12 Don’t You Know Who I Am?
Mirror the Customer’s Emotions
Explore the Options
Use the LPFSA
Show a Personal Interest
Chapter 13 The Concert That Never Was
Talk with the Customer First
Practice Creative Service Recovery
Respond to the Public
Chapter 14 I’ll Be Suing You
Do Not—Repeat, Do Not—Defend Yourself First
Explore Solutions
Frame the Benefits
Chapter 15 Quelling a Social Media Firestorm
Be Real
Be Quick
Reach Out to the Person Behind the Keyboard
Trust the Will of the Crowd
Chapter 16 Just Plane Terrible
Be Present
Deliver the Bad News in Stages
Reframe the Situation
Don’t Take It Personally
Chapter 17 Anger Management
Frame the Situation
Acknowledge Bruno
Frame Your Response
Execute the Endgame
Relationship Building
Chapter 18 Not So Smart
Meet the Customer Where He Is
Explore the Deeper Question
Make the Customer Feel Good
Part IV Beyond the Worst Case
Chapter 19 When Talking Isn’t Enough: Keeping Yourself and Your Customer Safe
Situational Awareness: Trusting Your Gut
Reacting to Risk
Don’t Go It Alone: Have a Safety Plan
Chapter 20 From Customer Crisis to Excellent Service: Lessons for the Whole Organization
Creating a Service Culture
Managing Internal Conflict
Personal Growth
Communicating as an Organization
The Bottom Line
Appendix Solutions to Putting Learning into Practice Exercises
References
Index
About the Author
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To Colleen, my joy and my soul mate
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