The most successful companies and the highest paid salespeople place great value on developing lifetime relationships with their customers. They actively look for opportunities to render service above and beyond their customers’ expectations. In today’s competitive marketplace, your customers are aggressively prospected, and their loyalty cannot be taken for granted. Customer-focused companies and individuals recognize that relationship-building and follow-on service are critical components for promoting both customer retention and long-term revenue growth.
When it comes to rendering superior customer service, a “one size fits all” approach simply doesn’t cut it. Research in the field of human psychology indicates people are born into one of four primary temperament styles: aggressive, expressive, passive and analytical. Each of these four temperament styles tends to define “superior customer service” from a slightly different point of view. Once you learn how to identify each of the four primary temperament styles, you’ll be able to truly customize your service to fit your customers’ expectations. For example, if you’re providing customer service to the impatient, aggressive style, offer them a quick fix and a bottom-line solution. While at the other extreme, the analytical style requires a great deal of information and is interested in every detail.