The Seminar

Seminar Highlights

How to Turn  Receivables Into Cash 

The Key to Collecting Accounts Receivables by Design Rather than by Default, without losing the customer and the opportunty for future sales

This seminar will provide participants with the tools, techniques and professional skills needed to effectively collect commercial accounts more effectively and by design, rather than by default, without losing the customer/client, while building lasting customer relationship and the opportunity for future sales. 

Who Should Attend

Credit and Collections representatives, Credit Collections Managers and Supervisors, Bankers, Accountants, Office Managers and Lawyers.

If any part of your job involves collecting outstanding receivables and/or managing people who perform this business critical asset management function, this seminar will be extremely beneficial to you and your business and the receivable cash flow goals..

Goals of the course:

To provide participants with the tools to; effectively work through customer/client collection objections, increase collections results by working to the customers' individual style, get desired results by adjusting collection techniques to specific situations, to consistently bring in more past due accounts while strategically managing the assigned account receivable portfolio.

Participants will learn how to apply the Coping and Stress Management Techniques, as well as the Listening and Communication skills needed to remain upbeat, in control and  exude confidence during the collection process while professionally collecting more past due commercial accounts receivables faster and more effectively.

The Themes:

• Your Collection Psychology

• Understand the Customer 

• Planning the Collection call

• The Collection Call - Process and Techniques

• Collection Listening Skills

• Handling Objections

• Influencing the Customer to Pay

• Closing the Call 

• Getting Commitment and Tying it down

• Professional Portfolio Management

• Collection Letters 

• Hiring Collection Agencies

• Managing Collection Stress Factors 

• Legal Issues

• Small Claims Court

  • In Canada

  • In the United States

• FDCPA Compliance