Authors: Frank Cooper
ISBN-13: 9780071632881, ISBN-10: 0071632883
Format: Paperback
Publisher: McGraw-Hill Companies, The
Date Published: August 2009
Edition: (Non-applicable)
Frank Cooper Frank Cooper is the author of How to Grow a Profitable Business and has been
running his own speaking and consulting business for more than 35 years. He
resides in Washington State.
Positive Service Gets Positive Results—
Every Time!
Customer loyalty is becoming harder to establish and just as difficult to
maintain. This is truer than ever in today’s hyperdigital world, where a single
customer venting his or her dissatisfaction on a blog or social network can
amass an army of anti-you activists—and send your business spiraling.
The Customer Signs Your Paycheck reveals the secret to ensuring customer
contentment during every interaction. Inside, Frank Cooper examines the
elements at the heart of quality customer service, which begin with selfawareness
and confidence. You’ll learn:
You’ll immediately take note of dramatic changes in the way you deal with
difficult personalities, customer complaints, and other challenges that come
with the territory.
Why drive customers to the competition? It really is easy to provide superb
service, even when dealing with today’s highly empowered and demanding
customer.
Section 1: You and Your Company
• Poise and Confidence in Customer Relations
• You are a Customer, Too!
• Attitudes that Help You Get Ahead
Section 2: Customer Relations: 10 Commandments
• The Customer is Never an Interruption
• Greet Every Customer with a Friendly Smile
• Call Customers by Name
• Remember, You Are the Company
• Never Argue with a Customer
• Never Say, “I Don’t Know”
• The Customer Pays Your Wages
• State Things in a Positive Way
• Brighten Every Customer’s Day
• Always Go the Extra Mile
Section 3: How to Win & Keep More Customers
• The Customer Service Scale
• How to Handle Customer Complaints
• Customer Pet Peeves, and How to Avoid Them
• Customer Relations on the Telephone
Section 4: Customer Relations is Human Relations
• Understanding Human Nature
• Four Customer Personality Types
• Three Roles Customers Play
• How Customers View Themselves
Section 5: Basic Selling Skills
• Selling Makes the Job More Fun!
• The ABC’s of Successful Selling
• Upselling and Cross-Selling
• Ten Commandments for Successful Selling
Section 6: Key Concept Review
Frank Cooper Frank Cooper is the author of How to Grow a Profitable Business and has been
running his own speaking and consulting business for more than 35 years. He
resides in Washington State.