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Publisher's Summary

From the author of the acclaimed Wall Street Journal best seller, The Challenger Sale
Conventional wisdom holds that to increase loyalty, companies must "delight" customers by exceeding service expectations. Some focus on dazzling them at the cost of neglecting to solve basic service problems - a big strategic mistake. Through extensive research and surveys, the authors have concluded that loyalty has much more to do with how well a company delivers on its basic promises than on how dazzling its service experience might be.
The authors prove that delighting customers doesn’t build loyalty, and they show how acting on this insight can help improve service, reduce costs, and decrease customer churn. By employing practical tactics - such as teaching reps not just to resolve customer issues but also to "forward resolve" common issues - companies will be better able to focus on delivering a nearly effortless experience. That will lead directly to the improvements in customer loyalty they had been aiming for all along.
©2013 Matthew Dixon, Nick Toman, Rick DeLisi (P)2013 Gildan Media LLC
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Customer Reviews

Most Helpful
5 out of 5 stars
By TL on 02-09-16

Fresh perspective worth reading!

Would you recommend this audiobook to a friend? If so, why?

This is a fresh look at customer service and how to improve it. By focusing on making things EASY. Great examples and well through through principles that can absolutely be implemented without formal (expensive) training or additional workshops!

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2 of 3 people found this review helpful

5 out of 5 stars
By M.Alexis on 05-09-18

Must Read for Anyone in Business

This is a must read for everyone in the workforce. The tools are applicable to all industries. Loved it, easy read, and the narrator's voice kept my interest.

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