How to Talk to Customers: Create a Great Impression Every Time with MAGIC

Preface ix

Part One The Essence of MAGIC 1

Introduction 3

1 What Does MAGIC Really Mean? 9

2 What Are the Benefits of MAGIC? 15

Part Two MAGIC—It’s Your Choice 21

3 Releasing Your MAGIC Mind-Set 23

4 Create a Climate for MAGIC Relationships 29

Part Three Build MAGIC Relationships 35

5 First Steps 37

6 Connect with Empathy 47

7 Build Customer Confidence 53

8 MAGIC Words and Phrases 63

9 Tragic Words and Phrases 69

Part Four Express MAGIC Accountability 79

10 Voicemail 81

11 Listening 87

12 Get to the Heart: What’s the Catchpoint? 95

13 Moving On 103

14 Close with the Relationship in Mind 109

15 Assess Your Calls with MAGIC 113

16 Handling Complaints and Difficult Situations 123

Part Five The World of MAGIC 135

17 A Culture of Exceptional Service 137

18 The MAGIC Coach 145

19 MAGIC Face-to-Face 159

20 The MAGIC of Relationship Selling 167

21 MAGIC in Collections and Default Negotiations 177

Part Six MAGIC in Real Life 189

22 Personal Stories and Lessons for Life 191

23 Some Final Thoughts 203

Acknowledgments 205

About the Authors 207

About Communico Ltd. 209