Behind The Veil Part 2: Let's All Look At Comcast's Customer Retention Playbook For Its Employees!
from the always-be-closing dept
Following one Comcast customer-retention rep's brave attempt to set the record for the most annoying cancellation call, The Verge put out a call for past and current Comcast employees to weigh in on just how rare or frowned-upon this sort of thing is. As the initial submissions noted, this sort of thing isn't so much frowned-upon as it is, oh, let's call it super-actively encouraged. So much so, in fact, that the latest confession dump on The Verge includes Comcast's employee handbook for customer retention reps, and it's exactly as infuriating as you think it is.
A current employee at Comcast who participated in the Comcast Confessions series provided The Verge with a copy of the 20-page guidelines the company uses for evaluating retention specialists. The guidelines are divided into 13 sections:It has all the hallmarks of a playbook designed to piss off and annoy someone who wants to cancel service. Legislated courtesy followed by manufactured empathy that devolves into the assertion of the rep's dominance on the call, all leading to a close of the "save." If you're not in some kind of sales role, this list probably doesn't look familiar to you. I've been in sales all of my life, however, and this is the kind of playbook you get in a sales role at a faceless mega-corporation. Trust me, it's as frustrating for the sales person as it is for the customer. But you know what this isn't? Customer service for someone looking to cancel their damned account.
1. Greet customer clearly
2. Clarify reason for call
3. Relate and empathize
4. Take control
5. Set the agenda
6. Ask targeted questions
7. Consider unstated needs / active listening
8. Take ownership / make offer
9. Overcome objections
10. Close the save
11. Confirm details
12. End on a positive note
But the handbook does offer indirect advice on how to get past these Comcast retention people in the form of what "objections" cannot be resolved with some contrived buddy-talk and a "special" offer.
Save Attempt is Not Applicable in the Following ScenariosSo, if you're a Comcast customer looking to cancel your service, your playbook is quite clear. Once you are transferred to customer retention, you say the following: "I am cancelling my service because my home was hit by a tornado, flinging me out of the window and into an unknown address that I'll be sharing with someone who already has Comcast service. Also I'm dead."
-Customer is moving in with an existing Comcast customer (CAE must verify Comcast services active at new address)
-Customer is moving to a non-Comcast area (CAE must verify by looking up zip code)
-Account holder is deceased / incapacitated
-Temporary / seasonal disconnect and Seasonal Suspend Plan is not available in their area
-Customer doesn't know what address they're moving to
Happy cancelling, folks!