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Kỹ năng chăm sóc khách hàng nào là quan trọng nhất?

Mọi người thường nghĩ rằng kỹ năng là quan trọng nhất đối với việc chăm sóc khách hàng. Tuy nhiên câu trả lời thật sự thì : Kỹ năng chỉ là yếu tố quan trọng thứ 2 mà thôi. Yếu tố thật sự quan trọng nhất của việc chăm sóc khách hàng chuyên nghiệp là THÁI ĐỘ.

Thái độ của bạn sẽ ảnh hưởng đến tất cả dịch vụ chăm sóc khách hàng và chính thái độ là yếu  tố tiền đề cơ bản để xây dựng và phát triển kỹ năng.

Thông qua thái độ chăm sóc khách hàng

Một tình huống như sau: Nếu một người nhân viên chăm sóc khách hàng trao đổi và giải quyết các vấn đề hiệu quả nhưng với thái độ thờ ơ (thậm chí thiếu thiện chí) thì bạn liệu có hài lòng? Không! Giống như những người khác, bạn mong đợi sẽ được đối xử với thái độ nhã nhặn, lịch sự và tôn trọng.

Trái lại, nếu người nhân viên chăm sóc khách hàng thể hiện sự chân thành và luôn nỗ lực hết sức để giải quyết các vấn đề cho khách hàng nhưng lại thiếu một chút kỹ năng, liệu bạn có hài lòng? Trong đa số trường hợp, câu trả lời là có.

Những người hiểu rõ vai trò quan trọng của thái độ trong việc chăm sóc khách hàng sẽ là người nổi trội và là tác nhân giúp cho doanh nghiệp trở nên khác biệt với các đối thủ cạnh tranh.

Thực tế cho thấy rất nhiều người công ty khi tuyển sụng nhân sự đều đánh giá cao thái độ và tinh thần sẵn sàng phục vụ của nhân viên hơn là kỹ năng hoặc kiến thức chuyên ngành. Đó là bởi vì họ có thể trau dồi thêm về kỹ năng thông qua việc học tập và rèn luyện; trong khi thái độ lại đến từ tính cách bên trong con người bạn

Thái độ là yếu tố quan trọng nhất, nhưng thái độ không phải là yếu tố tất cả. Sau đây là 3 kỹ năng giúp bạn trở thành người chăm sóc khách hàng chuyên nghiệp và thành công:

1. Ngôn ngữ tích cực

Ngôn ngữ tích cực là nghệ thuật sử dụng từ nhằm tạo ra hình ảnh tích cực trong tâm trí khách hàng với việc nhấn mạnh vào những thứ bạn có thể đáp ứng cho khách hàng, chứ không phải là những điều không thể (what can be done, not on what cannot).

Sử dụng ngôn từ tích cực sẽ thể hiện thái độ sẵn sàng phục vụ và tính cam kết xây dựng lòng trung thành nơi khách hàng.  Việc sử dụng ngôn từ tích cực khi trình bày những điều không hay đến khách hàng là rất quan trọng.

Dưới đây là 2 ví dụ về việc nhân viên chăm sóc khách hàng trong việc chuyển tải cùng một thông điệp đến khách hàng với ngôn ngữ tích cực và ngôn ngữ không tích cực.

Ví dụ 1

– Không sử dụng ngôn ngữ tích cực: “Bạn cần phải tiến hành hệ thống offline trước khi tôi có thể sửa chữa vấn đề đó”

– Với ngôn ngữ tích cực: ” Để sửa chữa, tạm thời tôi cần sự hỗ trợ của hệ thống offline. Hệ thống này sẽ ngăn chặn việc mất các dữ liệu đang lưu trữ vĩnh viễn”

Ví dụ 2

– Không sử dụng ngôn ngữ tích cực:: “Tôi không thể đưa sản phẩm này cho bạn cho đến tận tháng 4; sản phẩm này tạm thời hết hàng”

– Với ngôn ngữ tích cực: “Sản phẩm này sẽ có hàng vào tháng 4. Tôi có thể ghi đơn hàng của bạn ngay bây giờ và đảm bảo rằng sản phẩm sẽ được gửi tới bạn sớm nhất ngay khi hàng vừa về”

2. Kỹ năng lắng nghe

Khách hàng mong muốn những yêu cầu của họ được lắng nghe và được thấu hiểu.  Bạn cần dành nhiều thời gian để phân tích nhu cầu của khách hàng bằng cách đặt câu hỏi và tập trung vào những điều mà khách hàng đề cập. Hãy lắng nghe ngôn từ của họ, giọng nói, âm điệu, ngôn ngữ hình thể và điều quan trọng nhất là, cảm giác của họ như thế nào. Hãy cân nhắc khi đưa ra những giả định – bạn hãy dùng trực giác của mình để nhận biết điều khách hàng thật sự mong muốn. Bạn có hiểu được ba điều gì là quan trọng nhất với khách hàng của bạn không?

3 yếu tố sau đây sẽ giúp bạn phát triển kỹ năng lắng nghe hiệu quả hơn.

1 – Tập trung  (đây là phần khó khăn nhất)

2 – Lắng nghe những sự việc dữ liệu chính và lắng nghe cảm giác chủ yếu của khách hàng

3 – Ghi chú lại (vì không ai có trí  nhớ hoàn hảo để ghi nhớ tất cả những điều đó)

3. Xác nhận sự hài lòng

Một kỹ năng nữa trong việc làm hài lòng khách hàng là việc xác nhận sự hài lòng của họ trước khi kết thúc sự trao đổi hay giao dịch. Kỹ năng này minh chứng tới khách hàng 3 điều quan trọng sau:

– Rằng bạn mong muốn thực hiện những dịch vụ tốt cho khách hàng

– Rằng bạn sẵn sàng theo đuổi cho đến khi bạn có thể làm tốt

– Rằng khách hàng của bạn chính là người quyết định điều gì là “tốt” trong những tình huống đó

Xác nhận sự hài lòng cũng đồng thời với việc bạn đã giải quyết tốt và hiệu quả những rắc rối và vấn đề phát sinh. Khi khách hàng nói rằng, “Vâng, tôi hài lòng”, thì sự trao đổi và giao dịch đã kết thúc thành công – trong tâm trí của khách hàng và chính bạn.

Chia sẻ ngay trên các MXH sau để tạo tín hiệu tốt cho bài viết :)

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