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COMPL.DAT
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1991-03-20
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831b
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22 lines
Look on complaints p-o-s-t-i-v-e-l-y !!
Complaints bond a customer to a business. It is
inevitable that in a long-term relationship something
will eventually go wrong.
"You don't have a good customer until you have been
through a crisis together." [Maynard M. Garfield,
'Reduce Customer Turnover for Long Term Success',
Marketing News, May 28,1990]
Listening and showing empathy does not mean that you
have accepted blame or that you agree. Repeat the
complaint to focus on the problem. Handle misunder-
standings with tact. Sometimes, the only way to
keep a customer is to cool him off. At this juncture,
proving that you are right and he is wrong may
soothe your ego. However, if the customer remains
angry, your business competition wins.
Sympathize with a complaint even though it seems
unreasonable.