Everyone who works in customer service has been found in the cumbersome task of having to say no to a customer occasionally.
There are situations where we can’t avoid this difficult task. Either because we do not provide exactly the service that the client needs, because we do not have the operational capacity at that moment or simply because it is not the type of client we would like to work with, it is essential to do it in the right way.
Saying no to a client can be hurtful or even perceived as rude or discourteous. This is the reason why we must do it with a lot of tact. It is important to say no when we are unable to do what they ask, or when we believe there is a better solution to the client’s problem or need.
Even if we are selling or providing customer service, we have two options: to say no or knowing how to say no. To know how to say no to clients is to succeed in satisfying their requests and needs even by refusing something.
But first, you must dare to say no! Either for an unjustified request or during a complicated negotiation, it is important to know how to refuse. To do this, you must go around 3 barriers:
Whatever the reason, accepting a request that should have been refused will sooner or later hurt you. Difficulties to respect the commitment can bring more problems. Worse, the customer will get used to seeing you accept complicated requests.
In a negotiation, what is said is rarely the pure truth. What interests each interlocutor is to get what he wants at the end of the interview. Hence the interest of being absolutely certain to have understood what the customer wants, including what is not expressed. It is the quality of the agent and the questions-answers and reformulations that will achieve this goal. Check the needs, interests, requests… And once you have this information, you can refuse more flexibly.
Do you trust a salesperson who whispers a slight “no”? The customer either!
Show him that you know what you are talking about and that your no is thoughtful. You must manage to explain your refusal (not justify it!) And show that you are not opposed to the good of the customer. This will increase your professionalism and show that you know your subject. Be natural and sincere with your client. You will only be more convincing.
To say no effectively is a technique to master, it is not innate. It is essential that your refusal to be legitimate and not a justification! Once assimilated, the refusal will differentiate you from those who accept everything.
The most important thing to remember: knowing how to say no to a customer means giving a lot more weight and impact the next time you say yes!
Sometimes may be wise after explaining your refusal, to do the same with the risks involved in the “yes”. This phase is delicate. To know how to say no is to be relevant.
To say no, you must propose an alternative. When you refuse, you must give the customer a solution, otherwise, the frustration will not settle down. Your negotiating experience will allow you to propose an alternative that benefits the client. If you are skilled, he will even be happy to have seen his first request rejected in favor of the proposed solution.
Especially for those who provide professional services, the limitation of time available is a frequent cause where you must decline to client requests. If, for example, you are a doctor and you do not have appointments available for three months, instead of saying a curt “We do not have appointments until February of next year,” you can say “Although we do not have appointments in the coming weeks, contact us in case someone cancels”, or ”Unfortunately we do not have appointments for the next few weeks, but I would be happy to recommend a colleague. ”
If for example a client request from you a service that you do not offer, and you know that it is something that does not work, you could say, “I appreciate your request. However, that is not our specialization. We focus on this or that subject”, this approach raises the possibility of selling something that the customer did not know you were providing.
There are situations where your business does what your client needs, but it does not fit into what you have previously defined as your target customer. In this case, a kind way to decline is to recognize that you focus on other types of needs, other types of projects, other markets or other types of services. Recommend another company that can serve this customer will always be an alternative.
While you cannot agree to give discounts that are not authorized, you can previously design alternatives to negotiate profitably. You can offer options or another element that represents a benefit for both your client and you.
A client appreciates your knowledge and recommendations. You should not access requests that you know are not the best for your client. Take the time to explain why the alternative they propose may not be the best for their needs and what options you must solve it according to your experience and what you consider is better. Remember that when it comes to what you sell, the customer is not always right. However, orient it kindly about what it should be.
Clients are stronger than we think. The key to an honest and direct “no” is to come to the point. It is not necessary to apologize or leave with excuses. Do not hesitate to be open and frank.
Finding the strength to say no when the moment requires it, can make us grow personally and professionally. Each situation is unique, but with these guidelines, we will get out of the trance better.
It is not a question of justifying oneself, but of making one’s decision clear. Authoritarian refusals without explanations always seem arbitrary. People do not respect an arbitrary power. If you want to the respect of your customers, explain clearly why you refused. It is without appeal, but transparent.
Publish Date: October 22, 2018 5:00 AM
eGain CallTrack™ is a dynamic call tracking and case management solution that helps companies provide quick, high-quality, and cost-efficient resolution of customer issues across traditional and emerging interaction channels. It is one of the many innovative customer interaction products in eGain Solve™ suite, the unified customer engagement and knowledge management software suite, which helps businesses transform their traditional call centers into omnichannel customer engagement hubs. eGain CallTrack will enable you to track, manage and resolve cases and maintain service level agreements (SLA), across channels.
Happitu is your customer support team’s personal coach. It guides your team through every interaction with custom workflows, responsive scripting, and dynamic help topics.
Documentation in Happitu is automated, detailed, and consistent. Go beyond handle times and service levels with the rich insights of Happitu – from granular interaction data to aggregate data and trends – you get the complete CX journey!
We intentionally built the Happitu Workflow Designer with your customer support team in mind. Using our intuitive tools that provide quick and safe iteration, you eliminate the need to involve IT or Development. Yes, you will no longer have to dread submitting a change request to Devin from IT!
Try it free for 45 days!
Knowmax is an omnichannel knowledge management platform. Our mission is to transform contact centers into resolution centers and drive customer self service.
The platform is an industry-agnostic enterprise-grade knowledge platform with components helping in easy findability of actionable information at the right time across the desired touchpoint.
Nuxiba's Help Desk Software is ideal for delivering top-level contact help desk services. It not only tailors to your existing technology resources but also allows you to set staff priorities that forward clients to the most knowledgeable agents.
Give personalized assistance, and analyze performance with our real-time monitoring, recording, and reports. Integrate Salesforce or VTiger CRM systems, be TCPA compliant, protect your cardholder's data during calls, and more!
Request a quote or demo today and start the journey to increase your first-contact resolution percentages in less than three months!
OneDesk's software combines Helpdesk & Project Management into one application. No need to purchase, integrate and switch between applications. Your team can support your customers and work on projects in one place. Aimed at SMBs as well as departments at large enterprises, OneDesk is frequently used by project managers, customer service, IT, professional services and more. This easy-to-use, feature-rich, and highly configurable software can manage both ticket & task workflows.
|6.)||Teckinfo Solutions Pvt. Ltd.|
ActivDesk Help Desk Software
ActivDesk Help Desk Software is an intelligent ticketing software for multi- channel customer interaction & engagement. It streamlines the entire ticket management process. With its SLA & escalation management, it enables your help desk to deliver enriching customer experience.
|How to Provide A Superior Customer Serving During the Holidays?||December 17, 2018 5:00 AM|
|The 6 Top Qualities of a Successful Sales Representative||December 10, 2018 5:00 AM|
|The 5 Phrases Customers Hate and Love to Hear||December 3, 2018 5:00 AM|
|Building Customer Loyalty: The Most Important Thing for Your Business||November 26, 2018 5:00 AM|
|Upset Customers: 4 Tips to Calm and Keep Calm||November 19, 2018 5:00 AM|
|The Individualization of the Customer Experience||November 12, 2018 5:00 AM|
|Business Process Outsourcing: An Important Development Lever||October 29, 2018 5:00 AM|
|How to Say No to A Customer: Difficult but Indispensable||October 22, 2018 5:00 AM|
|Virtual Assistants: What Are the Advantages for Companies?||October 15, 2018 5:00 AM|
|Empathy: A Vital Quality for Customer Service Agents||October 8, 2018 5:00 AM|