229: The Answer is Yes, Now What's the Question

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Nov 6, 2025

Explore the transformative power of a 'yes' culture in customer service. Discover how eliminating 'no' can boost customer satisfaction and loyalty. Learn through engaging anecdotes like the milkshake metaphor, which highlights the importance of empowering employees. Delve into leadership roles in fostering autonomy and the potential of AI to enhance service while preserving human interactions. The emphasis on storytelling and proactive problem-solving strategies creates a memorable customer experience.

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INSIGHT

No Is A Negative Trigger

The word "no" is a negative trigger that signals laziness, not limits.
Replace no with what you can do to reduce friction and customer frustration.

ANECDOTE

The Milkshake Metaphor

Cameron Mitchell's milkshake story teaches staff to always find a way to say yes.
They embed the metaphor everywhere to keep the culture top of mind.

ADVICE

Never Say 'No'; Offer Alternatives

Never use the word no; instead state available alternatives and next steps.
Train employees to focus on solutions like waitlists, next openings, or backorders.

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Summary

In this episode of the Customer Service Revolution podcast, Denise Thompson and John DeJulius discuss the importance of fostering a 'yes' culture in customer service. They explore how the word 'no' can negatively impact customer interactions and emphasize the need for employees to focus on what they can do to assist customers. Through engaging anecdotes, including the milkshake metaphor from Cameron Mitchell restaurants, they illustrate how empowering employees to say 'yes' can enhance customer satisfaction and loyalty. The conversation also touches on the role of leadership in creating an environment where employees feel confident to say 'yes' and the potential of AI in improving customer service experiences.

Takeaways:

The word 'no' should be eliminated from customer service interactions.
Empowering employees to say 'yes' enhances customer satisfaction.
A positive mindset is crucial for effective customer service.
Leaders must create a culture that supports employee autonomy.
Understanding customer needs is key to providing excellent service.
Training employees to focus on solutions rather than problems is essential.
The milkshake metaphor illustrates the importance of a 'yes' culture.
Regularly auditing policies can help identify areas for improvement.
AI can streamline customer service but should not replace human interaction.
Storytelling is a powerful tool in reinforcing company culture.

Chapters:

00:00Welcome and Introduction 02:13The Power of 'Yes' in Customer Service 08:10The Milkshake Metaphor 16:23Empowering Employees to Say 'Yes' 19:58Creating a 'Yes' Culture 26:38The Importance of Customer Experience 34:02Final Thoughts and Takeaways

Links:

HBR Article, Stop Trying to Delight Your Customer: https://hbr.org/2010/07/stop-trying-to-delight-your-customers

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Blogs on Above and Beyond Culture: https://thedijuliusgroup.com/category/above-beyond-culture/

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