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Confirm the Real Issue Before You Start Solving - 3/10/26


Have you ever gone “down the rabbit hole?”  It involves going deep into some topic, some discussion – with analysis that creates complexity as much as it resolves it.  And that dive into the rabbit hole often starts with a simple question. Going down that rabbit hole takes time and Read more

One Question to Prevent a Follow-up Call - 3/3/26


The way some performance metrics work, you would think companies would prefer for their staff to talk to the same customer 4 times on the same topic for 8 minutes each rather than talking to them once for 10 minutes.  Many management metrics are too focused on average length Read more

Stay Calm When the Customer Isn’t - 2/24/26


There are all sorts of others’ emotions that you have to deal with as a customer service professional.  The other person could be anxious or upset, they could be angry or agitated.  It can run the gamut of emotions, but for you to deal with them in the best Read more

Don’t Begin with the Dead End in Mind - 2/17/26


Habit #2 of Stephen Covey’s “Seven Habits of Highly Successful People” is “Begin with the End in Mind.”  It speaks to the need to have a clear vision or goal for what you’re trying to ultimately achieve, so you understand the purpose of what you’re doing.  It helps you Read more

Explain without Over Explaining - 2/10/26


The customer has a question, and we have an answer.  They need to learn something, and we’re in the position to be the educator.  There’s a process they have to go through, and we need them to understand. We know so much, and we could impart so much, but sometimes Read more

Look for a Stop Sign - 2/3/26


As a customer service professional, what you say matters.  The information you’re providing is useful.  The direction you’re giving the other person is helpful.  But... As you’re speaking, you also need to be reading.  Reading the other person.  Watching the customer, determining whether and how they’re receiving what you’re sharing.  Read more

When They Want the Supervisor - 1/27/26


Maybe you did your best with the customer, or maybe the customer didn’t even give you a chance.  They want to talk to your supervisor.  They see you, notice your title does not have “supervisor” or “manager” or “director” or “President and CEO” in it, so they want to Read more

Identify Your Point of Empathy - 1/20/26


I was watching a webinar recently on empathy.  The speaker mentioned that empathy - to a large extent - is something that you are born with.  It’s something that’s very difficult to learn.  And while I agree that some people are predisposed to being empathetic and understanding of others Read more

Pressure is a Privilege, but... - 1/13/26


When athletes are asked about the pressure of a playoff match or a late-game situation, many times they will say that “pressure is a privilege.”  In other words, usually pressure exists because you’re in a match that matters most.  It exists because you are a player put in a Read more

While I’ve Got You on the Phone… - 1/6/26


I’m a big planner.  Whether it’s strategic planning or planning out the year or planning my week first thing on a Monday morning, I like to plan.  I do this because it gets all of my action items documented and ensures that I have some understanding of what I Read more

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The Light that Others Reflect – 10/25/16

Posted on October 25, 2016 in Customer Service Tip of the Week Please leave a comment


Getting philosophical for the next 300 words.

The angry customer. The pushy or obnoxious co-workers. The demanding manager. The products that don’t always work. The stress on the faces and in the voices of customers and the employees serving them.

There are many dark moments that you may have to deal with during the course of your week at work. These are the dark encounters of our work day, those that can bring down morale, reduce the joy, and dampen employee enthusiasm.

But there is a light. There is a source of positivity, laughter, vision, and empathy. And that light is you.

I’ve been in some focus groups of employees discussing low morale. It seems like half the staff have the mindset of “once leaders change, then I’ll change.” While the other half seem to say “I’m not going to wait for others to behave professionally or positively before I act that way as well. They don’t control my behaviors.”

There’s an obvious difference in the two reactions. The first is passivity in the darkness. The second is taking ownership.

When we have a light – a positive nature, kindness, professionalism, respect, empathy and encouragement – we can be like the light in a room. Have you ever been in a room with a couple large mirrors? Those mirrors reflect that one light, helping the entire room to brighten more than it would otherwise.

The point is that dark situations at work should be opportunities for us – opportunities to bring in light. Opportunities to have your light be reflected in the attitudes and actions of others.

Be the Light that Others Reflect.

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When Conflict is Good – 9/27/16

Posted on September 27, 2016 in Customer Service Tip of the Week Please leave a comment


Blake and Mary were in a heated discussion at work. The rest of the people in the meeting were a little uncomfortable, and they squirmed in their chairs. As the dialogue got more quiet, others began to chime-in – everybody adding their own “two cents,” and then there was quiet for about five seconds.

Jennifer – the team leader – then said, “So based on what I’ve heard, the best option for the customer and our growing workload is to go with Option B, but we’re going to delay the launch until February 1st. Is that what we have agreed to and will support?”

Everybody nodded their heads. Blake said “definitely.” Mary said “that works well.”

There was conflict. There was debate. There were multiple people in the room coming in from all different perspectives. It was uncomfortable. It was emotional.

And it was great!

Conflict can be good, especially when a team at work is debating a course of action to take, and they’re trying to make the best decision possible. Conflict is healthy, especially when that “best decision” is the focal point of conversation, and the debate doesn’t attack the individuals. Instead, it’s an important discussion of issues and ideas, of solutions and decisions.

And it’s not boring.

Do you want interesting and collaborative discussions – conversations that end with the best decision possible?

Then embrace healthy conflict. Embrace the right kind of debate that leads to the best solution.

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Apply this Twist on Twain – 8/23/16

Posted on August 23, 2016 in Customer Service Tip of the Week Please leave a comment


Mark Twain said “A letter written in passion is a mistake…It usually wrongs two persons, and always wrongs one – yourself.”

Twain is using the word “passion” to address anger, frustration – more negative emotions. And while letter-writing in the 21st century is seemingly falling by the wayside, we can apply his quote to e-mails – particularly business e-mails to customers and co-workers.

With this perspective in mind, here’s another Mark Twain quote: “When you get an exasperating letter, what happens? If you are young, you answer it promptly, instantly – and mail the thing you have written. At forty what do you do? By that time you have figured out that a letter written in passion is a mistake in ninety-nine cases out of a hundred.”

These statements were made 104 years ago, but they apply today. When putting something in writing and mailing (or pressing “send”), you can’t take it back. The message can be moved onto a social media post, into the newspaper, or into your supervisor’s inbox in a minute. Just as importantly, it can be taken to heart by the recipient immediately. And all of these results could result in your looking bad to customers, peers, supervisors, and the public at large.

Emotions and e-mail rarely mix well. They’re the oil and water of communications, and unless you’re exceptional at conveying your “passion” with the written word, consider a pause before pressing send. Consider having a dialogue with the other – a communication that enables tone and body language to be involved, hopefully positively.

Don’t wrong yourself. Pause before pressing send when passion is involved.

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