Yes, But vs Yes, And
Picture this: a customer approaches you with a complaint or suggestion. Your instinctive response might be, “Yes, but our policy states…” or “Yes, but that’s not how we operate…” This approach, although accurate from your perspective, can unintentionally erect a barrier between you and the customer. It may come off as dismissive or negating the customer’s perspective, making them feel unheard and undervalued.
Switch that around with “Yes, And”. This approach acknowledges the customer’s perspective and then adds to the conversation. It says, “Yes, I understand where you’re coming from, and let’s explore how we can address this…” It establishes a platform of mutual respect and opens doors to more constructive, solution-oriented conversations.
How ‘Yes, And’ Enhances Customer Experiences
- Building Rapport: A ‘Yes, And’ approach builds rapport by recognising and validating customer’s feelings or thoughts. It signals that you’re listening, you care, and you’re eager to find a solution together.
- Promoting Collaborative Solutions: ‘Yes, And’ is a springboard for collaboration. It transforms potential confrontations into brainstorming sessions, encouraging customers to contribute to the solution.
- Boosting Customer Satisfaction: ‘Yes, And’ makes customers feel valued. When their ideas and feelings are acknowledged and respected, their satisfaction levels inevitably rise. This approach can lead to improved customer loyalty and positive word-of-mouth referrals.
- Inspiring Organisational Growth: ‘Yes, And’ can lead to innovative ideas or improvements in the business processes by creating a welcoming atmosphere for feedback and suggestions.
Implementing ‘Yes, And’ in Your Organisation
Implementing the ‘Yes, And’ approach involves a mindset shift that needs to be embraced by the entire organisation. Our training also includes real-life simulations and role-plays to ensure your team can confidently apply this strategy in various customer-facing scenarios.
Replacing ‘Yes, But’ with ‘Yes, And’ can foster better relationships with customers, creating a more positive and proactive customer service environment. It’s not just a conversation technique—it’s a strategic choice to bring about organisational change and elevate customer experiences. We’re here to help your teams understand and apply this powerful tool, thereby setting a new standard of excellence in customer interactions.