Training Archives - Fierce https://fierceinc.com/blog/tags/training/ Resource Library | Whitepapers, eBooks & More - Fierce, Inc Thu, 07 Oct 2021 17:39:23 +0000 en-US hourly 1 https://wordpress.org/?v=6.8.2 https://fierceinc.com/wp-content/uploads/2020/06/favicon-100x100.png Training Archives - Fierce https://fierceinc.com/blog/tags/training/ 32 32 4 Essential Customer Service Skills You Need to Have https://fierceinc.com/essential-customer-service-skills-you-need-to-have/ Thu, 24 Sep 2020 22:20:01 +0000 https://fierceinc.com/?p=24331 How would you rate your customer service skills? If you were raised in the US or have lived here long enough, you’re probably familiar with the saying from childhood about what happens when we assume. It goes something like this: “If you assume, you make an a** out of you and me.” I’m reminded of […]

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How would you rate your customer service skills?

If you were raised in the US or have lived here long enough, you’re probably familiar with the saying from childhood about what happens when we assume. It goes something like this: “If you assume, you make an a** out of you and me.”

I’m reminded of this every time a server at a restaurant assumes my wishes without enquiring. Now, I can’t get upset because I know their intention is usually good. However, the result of simply assuming what the customer wants (usually based on trends and popularity) is an unhappy customer.

To deliver excellent customer service, (dare I say, exceed customer expectations?) one must get curious and ask what they prefer, what they want.

I’ll share two stories with you that highlight this point.

Why Customer Satisfaction Matters

Last year I was in Chicago delivering a Fierce Conversation workshop. By the time I arrived and checked into my hotel, it was 10 p.m., and the only nearby restaurant still open was a pizza place in an old brick building with flashing neon lights. After a moment of hesitation, I thought to myself, “OK, I’m hungry. Let’s just do it.”

I told the friendly server that I wanted the veggie pizza. Of course, she asked if I wanted a salad and drink, but when I say “get curious” I don’t mean that. Those are standard questions for restaurants, right?

When the food arrived, my expectations were not met: it was a deep-dish pizza. I don’t like deep-dish pizza. I prefer thin crust. When I asked the waitress why I had thick crust when I didn’t ask for it, she replied, “Oh, I thought I’d let you try our deep-dish pizza. It’s what most people come here for and it’s really good. I think you’ll like it. If you want, I can re-order the thin crust pizza for you now.”

I declined and decided to just go with the flow because it was late, and I had to be fresh in the morning. I survived the ordeal, but I left the restaurant feeling strange because other than being disappointed about the pizza, the service was otherwise commendable, it was friendly, helpful, and genuine. I knew her intention was to please the customer and get a good tip. I left a bit displeased after obligingly tipping her 20 percent.

On another business trip around the same time, I checked into the Marriott where I had just gained Titanium Elite status. I knew that I would probably get an upgrade of some sort when checking in. While I normally would welcome the complimentary upgrade to a suite, during business travel, a suite is too large for me and I tend to misplace things and leave them behind. Seriously! On business trips, I prefer a standard room.

So, upon checking in with my newly attained status, the front desk attendant kindly asked me if I would like an upgrade to a suite, to which I replied, “No thank you. I prefer the standard room with a King size bed.” She then told me that she would make a note on my profile for future business trips.

She thanked me for sharing my preference. And then she told me that while most guests appreciate an upgrade, many guests don’t, and that staff is trained to ask guest preferences first. She then began to explain which rooms were available for me, and enquired as to my preference: Courtyard view? Facing outward? Ground floor? Did I still want a feather-free room?

In both examples, neither associate was rude or off-putting, and in fact, both were efficient and friendly. What was the difference in my satisfaction results as a customer? One of them leaned on her own context (all customers love our deep-dish pizza) and assumed mine would be the same.

By not interrogating my reality or being curious, I departed unsatisfied and somewhat miffed.

How to Improve Your Customer Service Skills

In Fierce Conversations, we drill deep by asking questions like, “What else?” And we repeat what we’ve heard to make sure we understand. Providing exceptional customer service is no different – as my example with the Marriott shows. The receptionist knew to ask questions instead of making assumptions.

Customers and people, in general, may not be very skilled or even clear at expressing what they truly want or need. They may ask a lot of questions, but the questions can be misleading unless we understand the context.

We must get curious, ask questions, ask “what else” (or “anything else”) and repeat what we’ve heard to clarify and let the other person know we’ve understood. And in the process, we effectively establish the human connection that makes an interaction authentic and builds emotional capital.

Why is this important? There’s a real cost associated with poor customer service. Research by Forbes indicates that in 2017, US businesses lost $75 billion due to poor customer service, which is up $13 billion from 2016!

Many employers believe that simply being friendly, smiling, and complying with customer requests in a timely manner equals good customer service. Not so.

That’s simply meeting guest expectations. How about exceeding expectations to really gain customer loyalty? How about “wowing” the customer?

Customer-facing employees must do more than be friendly if they are to deliver excellent customer service. We must get over the idea that enthusiasm and a smile are enough (although they are a great start).

I have found that a sincere desire to serve, to please, cannot be trained. It is a natural trait some people have. Processes and procedures can be trained, but sincere caring and desire to please cannot.

According to the ACA Group, an alliance of highly trained and experienced consultants and instructors unique to manufacturing and service organizations, customer service is “the ability of an organization to constantly and consistently give the customer what they want and need.” Excellent customer service is “the ability of an organization to constantly and consistently exceed the customer’s expectations.”

Exceptional customer service is delivered not just by providing what the customer asks for in a timely manner. Nor is it about giving into every single customer request. Providing exceptional customer service is about understanding the unexpressed wishes and desires of the customer.

4 Tips for Enhancing Your Customer Service Skills

So, how do we go about improving our ability to discover and deliver the unexpressed wishes and desires; even providing what customers didn’t know they wanted? By engaging in conversation and getting curious. By starting with the Four Objectives of a Fierce Conversation:

1. Interrogate reality

Ask the customer questions, then dig deeper with more questions. What else? Anything else? Then, repeat what you heard them say, just to be sure.

2. Provoke learning

When the customer is asked questions about their wishes, the learning happens. The person serving the customer learns more and gains a deeper understanding. This also allows the customer to understand more options and various ways their desires can be met.

3. Tackle tough challenges

When customers or clients ask for something we can’t deliver, the temptation is high to dismiss their request out of hand. When we tackle tough challenges, we have the willingness to name what’s true AND go further. Loyal customers stay that way when we offer what can be done and go the extra mile – no matter how “tough” that might be.

4. Enrich relationships

This is key, the lynchpin to keeping customers happy, loyal, and consistently promoting our business and our brand. By offering sincere interest, curiosity, genuine care, and a desire to please – all of which must be authentic and from the heart – we provide more than what a customer asked for – we strengthen the long-term relationship.

Training customer-facing employees to follow these four objectives quickly enriches relationships with clients and customers. And the benefits of such go far beyond repeat pizza orders. Loyalty, high customer satisfaction, and amazing promoter scores (NPS) are just the start.


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Why You Need to Be Using Virtual Microlearning for Leadership Development https://fierceinc.com/why-virtual-microlearning-is-key-for-leadership-development/ Wed, 05 Aug 2020 21:39:14 +0000 https://fierceinc.com/?p=22602 Tags: #Leadership Development, #Microlearning, #Training

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Employee interacting with virtual microlearning

The world of leadership development training has been in flux for some time now — even before the global coronavirus pandemic. More and more businesses are demanding scalable learning that can be implemented at lightning speed, is easily digestible, and most importantly, sticks. Microlearning is a powerful way to make that happen.

Here’s its definition: “…a method that uses small moments of learning to drive job performance and employee development…[It] is short and to the point, based on a topic or problem.” 

The brain can only take in so much information before it reaches overload. According to the Cognitive Load Theory proposed by John Sweller, people have a maximum capacity for learning at any one time. It’s like trying to fit two liters of water in a cup. At one point, the cup will overflow and no more water can be contained.

Some might propose getting a bigger cup, but the far better solution is to pour smaller amounts! That’s what microlearning offers. And that is what learners need. 

The Benefits of Microlearning

With everything from elementary school to corporate training now taking place online, our understanding and embracing of microlearning are critical. In truth, it’s always been critical, but in today’s reality, perhaps this is the opportunity to make it our chief focus and highest priority. If we can, if we will, our learners will thank us!

Recent research shows that microlearning improves training engagement by 50 percent, while also enhancing knowledge retention by more than 20 percent. In addition, studies have shown that this quick and easy learning modality means employees are spending up to 40 percent less time in training.

Above and beyond the reality of higher knowledge retention and better learning, is the HUGE benefit of convenience that bite-size learning provides! 

For me, even though I’m no longer in an office, I somehow feel busier than ever while remote working! I move from one Zoom meeting to the next, crank out emails in the in-between moments (or way too early in the morning), and if lucky, find time to grab some food (which usually just means more coffee)! 

The idea of sitting down for two hours of training, though luxurious, wouldn’t work for me right now – no matter how much I might enjoy it. But 15 minutes, or so? A quick “hit” of something that helps me do my job better? Not only is that doable, but I’d actually look forward to the respite, the encouragement, and time that’s just for me!

I’m hardly alone in this. Our world is moving faster and faster, despite the forced-slowing of COVID-19. Business leaders recognize just how precious people’s time actually is.

Providing employees the most potent benefit in the shortest amount of time is not only desired but practical, especially during this pandemic. 

Though often bundled into “soft-skills,” microlearning is anything but. It’s pithy and practical. It allows us to target training to address extremely specific and timely situations. Examples we have been working on at Fierce include how to have conversations about the coronavirus mask debate, diversity and inclusion, dealing with remote working, and SO much more. 

Bite-size learning allows us to provide what’s most needed in the moment and it doesn’t take more than a few moments to absorb! This is exactly why we’re incorporating this into our own training offerings. 

We are proud of our content, our training, our facilitators, and the way in which we create in-person (even virtual) experiences that are vibrant, robust, and memorable. When we made the decision to provide that same content with no facilitator or trainer at all – completely self-paced and self-led – we wondered about its efficacy, its “stickiness,” and its impact.

The Future of Bite-Size Learning

The result? We didn’t need to worry nearly as much as we did! Leaning on brain science and trusting our learners, we’ve watched microlearning work its magic. Nothing has been compromised and, in fact, much has been gained as we can now offer our content to countless more people with no instructor required to convey the message or cement the learning.

We then pushed the bite-size learning envelope even further with 3D Simulations – a new way to train using virtual, real-world short scenarios that can be completely customized to address any problem no matter how complicated. Seeing this as the future of microlearning, we asked ourselves, “Can we create short and highly interactive scenarios that allow users to experience both the pluses and the minuses of particular conversational choices?” 

More microlearning magic, to be sure! In under 15 minutes, learners are immersed in a familiar scene (their workplace, a storefront, the nurse’s station at a hospital) and given opportunity to practice the very conversations they either avoid or fear will fail – all with complete psychological safety, real-world visuals, immediate feedback, and amazing opportunity to learn through experience.

In a world pulled to disparate extremes, riddled with tension and conflict, and experiencing more distance between humans than ever before, we need training on how to have conversations that enrich relationships. 

We need training on how to have conversations that get results. We need training on how to not avoid the conversations that most need to take place. And we cannot wait until we’re all back together again or until things settle down. Microlearning is one way in which we can enable critical training now – without compromising content or quality. 

Those of us in the learning and development space are committed to helping people learn. It’s a worthy effort. How might our learners be better served if, in addition, we were committed to adapting to how we train

Instead of pouring way too much water in the cup, organizations can acknowledge capacity and utilize new, exciting training opportunities to offer just the right amount at just the right time and in just the right way.

3D Simulations Microlearning

CURIOUS TO LEARN MORE ABOUT 3D SIMULATIONS?

Discover the possibilities of virtual, interactive microlearning today!


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This is Why Training is More Necessary Than Ever Right Now https://fierceinc.com/this-is-why-training-is-more-necessary-than-ever-right-now/ Tue, 07 Apr 2020 07:00:00 +0000 https://fierceinc.com/this-is-why-training-is-more-necessary-than-ever-right-now/ Tags: #Leadership Training, #Training

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Why Training is More Important Than Ever Right Now

“When you are in the middle of a story, it isn’t a story at all, but only a confusion; a dark roaring, a blindness, a wreckage of shattered glass and splintered wood; like a house in a whirlwind… ” – Margaret Atwood

Life feels a little like this right now, yes? Confusion. Shattered glass and splintered wood. A whirlwind, to be sure. What do we most need at such times? Well, many things, to be sure; but chief among them is the training department, training leaders, trainers themselves.

Yes, I’m biased, given that I work for a training company. Still, my 2+ year chronology with Fierce, not to mention decades of previous experience, has proven this again and again.

I’ve heard our clients name the costs of training that have been less-than-viable or nonexistent. I’ve had the honor of training our content myself (and witnessing its subsequent results). And I’ve talked with countless individuals in training departments who know and long for the difference that strong, relevant training makes…now, more than ever before.

And as a training leader, because this is what’s most needed, I feel the responsibility to make sure that this is what’s being provided.

Why Training Matters Now More Than Ever

Today, as so many businesses are scrambling to make sense of COVID-19 and its impact on their bottom line, the skill, competency, and confidence of employees matter more than ever before.

The capacity to have conversations and communicate effectively matters more than ever before. And correct me if I’m wrong, but that is exactly what trainers, training departments, and training leaders are all about!

Multiple times over the past few weeks I’ve heard Fierce’s president, name that any and every issue that existed within companies before the coronavirus hit – dysfunction, silos, lack of collaboration and accountability, relationship issues, avoided conversations – is now exacerbated exponentially.

When we are under stress, managing rapid change, and spinning more plates than we know what to do with, those pesky problems we may have been willing to let sit on the back burner are now taking center stage. And generating heat!

Training is of critical value right now. You are!

This is an opportune (NOT opportunistic) time for training professionals to step up and lead. Your front-line understanding of where and how employees are struggling is information and context that senior leadership urgently needs to be made aware of.

Your pulse on what is happening (and not happening) right now could be what makes the difference between success, barely holding on, or far less-than in the weeks and months to come. I do not say any of this to be depressing, but rather, to encourage!

Now, more than ever before, your perspective, opinion, and expertise as a training professional matters. Your proven ability to read between the lines, understand organizational gaps and fill them with viable, relevant, and meaningful learning has measurable strategic impact.

How to Understand the ROI of Training

Let’s look at your ROI, specifically.

A recent post on The HR Exchange Network said that according to LinkedIn, nearly a quarter of Millennials and Generation Z workers name learning as the top item that contributes to their work happiness and more than a quarter of them would leave their job if they did not see a chance to learn and develop (and all this before COVID-19 and working remotely)!

The article went on to list seven more pieces of data that “prove” the ROI of training. All are worth reading, but these three seem particularly relevant, especially today:

  • 24 percent higher profit margins can be the result of companies who invest in training according to the Huffington Post. Though countless companies are struggling with how to avoid layoffs, retention is just as critical. Who can afford to lose good people ever, especially now? Valuable, relevant training mitigates this risk.
  • Gallup says only 13 percent of employees worldwide are engaged. How much more true might this be now that work-remote is a new mandate for so many? And for those who remain on the front lines in “essential personnel” categories, they deserve any and every from of support available.
  • Rapt Media says more than $500 billion is lost every year due to employee disengagement. Disengagement is a cost that none of us can absorb in today’s business climate. And when the need for retention and engagement are more critical than even weeks ago, it’s the training department and the amazing professionals within such, who offer the expertise to address these issues and create an environment that not only survives but thrives.

How to Prove the Value of Training

So, what are some ways in which you, as a training professional, can maximize your voice, “presence,” and yes, your value, during this time? A few thoughts:

1. Trust yourself!

At Fierce, one of our guiding principles is Obey your Instincts©. Listen to your gut, your heart, your brilliant mind. Then seek an audience with those who need to hear what you have to say (whether they know it, or not).

2. Lean into what you’ve already trained.

What have you implemented successfully up to this point? Which aspect of your employee onboarding or high-potential leadership program would be most applicable for your people right now? Re-package and re-purpose that content. Send out encouraging emails. Remind people of what they already know, but might just forget in the stress of current days.

3. Take a risk by investing even more.

Though it feels tenuous to consider spending dollars on more training right now, it’s exactly the time to do it, IF you choose content that will speak to exactly where and how your people are struggling. Make the business case. Anticipate what it will “cost” if you don’t invest. Then go back to my first thought above and have the conversation(s) needed.

Despite the understandable inclination to play it safe during such times, this is NOT that time. This is the time to step up, speak up, and innovate in ways that are brave and strong and consistent with who you always have been. I’m sure of it!

Let me finish up where we started – with words from author Margaret Atwood, by way of Dr. Brene Brown in Daring Greatly (which, if it weren’t for the fact that this is her book, would be the title of this blog post):

“When you are in the middle of a story, it isn’t a story at all, but only a confusion; a dark roaring, a blindness, a wreckage of shattered glass and splintered wood; like a house in a whirlwind, or else a boat crushed by the icebergs or swept over the rapids, and all aboard are powerless to stop it. It’s only afterward that it becomes anything like a story at all. When you are telling it, to yourself or to someone else.”

Be the calm in this storm — a quiet center in the midst of the “dark roaring.” Stand strong in your value, expertise, and smart+heart as a training professional – and all of this on behalf of your employees’ ongoing learning and support. Where and how can you step forward and lead – always and especially now? How can you lean into both your competency and your confidence to provide what is most needed right now? What IS the story you will yet tell?

Conversation Chaos in the Digital Age

Why feedback is the key to successful remote working in the digital age.

Download whitepaper >


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