Why Every Customer Interaction Is a Sales Opportunity with Rob Jolles

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This episode of Amazing Business Radio with Shep Hyken answers the following questions and more:

1. What is the role of frontline employees in shaping a company’s customer experience? 
2. How can handling customer complaints effectively lead to customer loyalty? 
3. What steps should customer service teams follow when responding to complaints? 
4. How does authentic communication strengthen customer trust? 
5. How does empathy impact the outcome of customer service interactions? 

Top Takeaways:

• Everybody who interacts with customers, regardless of the job title, is in sales. Every conversation, whether answering a question or dealing with an issue, is an opportunity to sell the brand and what it represents. 

• Saying “sorry” reflexively when a customer calls about a problem can feel empty. Instead, focus on listening to the customer and gathering more information. Customers want to be heard and understood more than they want an apology. They are also more likely to work with you to solve the issue once they feel listened to. 

• Empathy is not just about saying nice things. It is about putting yourself  in the customer’s shoes and having a genuine desire to help. For example, ask yourself, “How would I feel if that happened to me? 

• Hire for attitude and empathy, not just skills. Some people genuinely like interacting with people and problem-solving. An amazing customer experience starts with hiring the right people for the job, then empowering them with the right tools and training.  

• Communicating with customers is more than just the words you say. The tone, energy, and authenticity in your voice make a huge difference in how customers respond. They notice if you’re bored or happy to help. Make sure your words, tone, and actions align with the brand that you represent. 

• Plus, Shep and Rob discuss more insights from Why People Don’t Believe You…: Building Credibility from the Inside Out. Tune in! 

Quotes:

“When something goes wrong, customers don’t call just to hear the word ‘sorry.” They want you to understand why they are frustrated. They want you to first listen and understand.” 

“One way to train people for empathy is to put them in the customer’s position. What we hear, we forget. What we see, we remember. What we do, we learn.”  

“The best way to be believed is to believe in yourself first. In customer care, you have to believe in the information and solutions that you are putting forward.” 

“Intent is what separates influence from manipulation. When the intent is truly for the customer, go for it.” 

About:

Rob Jolles is a renowned speaker, five-time bestselling author, and host of The Presentation Whisperer Show. His books, featured in USA Today and Harvard Business Review, have been translated into more than a dozen languages. 

Shep Hyken is a customer service and experience expert, New York Times bestselling author, award-winning keynote speaker, and host of Amazing Business Radio.