Accounts Receivable Collections Outsourcing - B2B Near-Shore and Near-Offshore

How to Turn Receivables Into Cash
The Art of Collecting Accounts Receivables by Design Rather than by Default

Training Highlights

Collection Psychology

The S-E-P-P Principle

The Collections Success Keys

Establishing a Collection Strategy

Understand the Customer

Using DiSC Techniques

Planning the Collection call

Setting Call Objectives

Your Telephone Voice

Attitude - Inflection - Pacing

The Collection Call

Getting by the gate keeper

How to get by voice mail

Reaching the decision maker

Opening the conversation

Controlling the call and the time on the phone with the customer

Asking open-ended questions

Techniques to identify fluff

Collection Listening Skills

Listening to understand

Focusing on the message

Working the Information

Handling Objections

Managing communication gaffers

Handle excuses with finesse

Handling customer complaints

How to overcome delayed tactics

Influencing the Customer to Pay

Influencing Factors

Getting paid with Goodwill

Getting Commitment

Negotiating Techniques

hours: 9:00 am-to-4:30 pm

Tuition Fee: - $425.00

How to Close the Collection Call

Getting a Commitment

The tie down

Recording the call

Professional Portfolio Management

Setting account objectives

Account coverage techniques

Follow-up management

Collection Letters

What to include

What to exclude

When to send letters

Type of Letters and usage

Getting Outside Agency Help

When to hire

How to hire the right one

How to structure the agreement

How to manage the relationship

Managing Collection Stress Factors

How to handle difficult customers

How not to take it personal

Managing emotions & stress

Avoiding energy robbers

Determining your desired outcome

Problem solving

Separating people from the problem

Improving personal productivity

Legal Issues

Legal rights and limitations

Legal aspect in collections

Collection laws

Preferential payment

Mutual release

FDCPA Compliance

Small Claims Court

Canada

United States

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