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Collections Negotiation Preparation for High Risk Customers
This course toolkit will help you proactively prepare for collection call negotiations while anticipating your customers' behavior.
About this Course
| promoImage |
.png) |
| description |
| lessonOverview |
On average, 50% of B2B invoices in the US are paid late, and 8% are written off.
Although 1000s of collectors spend a lot of hours on collection calls and emails, they do not get the desired results. This is because they do not have the essential skill to prepare for a collections call.
As a collector, how do you plan to beat these odds and get the maximum benefit from your collection calls with a high-risk customer?
Well, worry no more! This beginner course will help you understand how to leverage negotiation skills in your collection calls to accelerate cash flow without straining your customer relationships.
Key Takeaways:
- How to prepare for a collection’s call
- Identifying collection goals and trade-offs
- Understanding customer invoices and payment behavior
- Defining (BATNA) best alternative to negotiated agreements
BONUS: Get exclusive access to industry expert blogs and downloadable assets on successful collections call negotiation techniques!
|
|
| instructor |
| name |
title |
image |
description |
| ROBERT SHULTZ |
Founder, Quote to Cash Solution |
 |
Robert Shultz has had a thirty-year career as a global credit and financial executive for large multi-national companies. As a Founding Partner of Quote to Cash Solutions (Q2C) LLC, he provides consulting services in all aspects of the credit and collections process for companies of all sizes in a variety of industries. |
|
| recommendation |
| image |
tag |
title |
description |
link |
duration |
 |
Collection Call Negotiations
Collections Prioritization
|
Effective Collection Call Negotiation Techniques |
Watch this tutorial to understand the pros and cons of different collector's behaviors, negotiations styles, and approaches. |
https://academy.highako.com/effective-collection-call-negotiation-techniques |
120 Mins |
 |
Collection Call Negotiations
Collections Prioritization
|
Effective Collection Calls Listening Best Practices |
Watch this tutorial to learn how to become an active listener by understanding the key listening qualities a collector should have. |
https://academy.highako.com/effective-collection-calls-listening-best-practices |
30 Mins |
|
Curriculum30 Mins
-
What Will you Learn
-
Preview
-
Important Strategies You Should Know before Preparing for a Collections Call (~ 15 mins)
-
The Importance of Preparation in Collections Negotiation
-
How to Set Goals for Collections Negotiation
-
Understanding BATNA in Collections Negotiation
-
Key Factors to Consider for Negotiation Strategy (~ 15 mins)
-
Defining Your Negotiation Approach in a Collections Call
-
Anticipating Your Customer's Behaviour in a Collections Call
-
Using Probing Questions to Understand the “Real Problem” Final
-
Latest Industry Insights
-
Collections Call Tips: Ask the Right Probing Questions
-
Checklist: 11 Warning Signs To Change Your Collection Strategy
-
Downloadable Asset
-
Infographic : 4 C's of Negotiation in a Collections Call
-
Checklist: 11 Crucial Negotiation Tips for Collection Analysts
-
Quiz, Feedback and Certificate
-
-
About this Course
| promoImage |
|
| description |
| lessonOverview |
On average, 50% of B2B invoices in the US are paid late, and 8% are written off.
Although 1000s of collectors spend a lot of hours on collection calls and emails, they do not get the desired results. This is because they do not have the essential skill to prepare for a collections call.
As a collector, how do you plan to beat these odds and get the maximum benefit from your collection calls with a high-risk customer?
Well, worry no more! This beginner course will help you understand how to leverage negotiation skills in your collection calls to accelerate cash flow without straining your customer relationships.
Key Takeaways:
- How to prepare for a collection’s call
- Identifying collection goals and trade-offs
- Understanding customer invoices and payment behavior
- Defining (BATNA) best alternative to negotiated agreements
BONUS: Get exclusive access to industry expert blogs and downloadable assets on successful collections call negotiation techniques!
|
|
| instructor |
| name |
title |
image |
description |
| ROBERT SHULTZ |
Founder, Quote to Cash Solution |
|
Robert Shultz has had a thirty-year career as a global credit and financial executive for large multi-national companies. As a Founding Partner of Quote to Cash Solutions (Q2C) LLC, he provides consulting services in all aspects of the credit and collections process for companies of all sizes in a variety of industries. |
|
| recommendation |
| image |
tag |
title |
description |
link |
duration |
|
Collection Call Negotiations
Collections Prioritization
|
Effective Collection Call Negotiation Techniques |
Watch this tutorial to understand the pros and cons of different collector's behaviors, negotiations styles, and approaches. |
https://academy.highako.com/effective-collection-call-negotiation-techniques |
120 Mins |
|
Collection Call Negotiations
Collections Prioritization
|
Effective Collection Calls Listening Best Practices |
Watch this tutorial to learn how to become an active listener by understanding the key listening qualities a collector should have. |
https://academy.highako.com/effective-collection-calls-listening-best-practices |
30 Mins |
|
Curriculum30 Mins
-
What Will you Learn
-
Preview
-
Important Strategies You Should Know before Preparing for a Collections Call (~ 15 mins)
-
The Importance of Preparation in Collections Negotiation
-
How to Set Goals for Collections Negotiation
-
Understanding BATNA in Collections Negotiation
-
Key Factors to Consider for Negotiation Strategy (~ 15 mins)
-
Defining Your Negotiation Approach in a Collections Call
-
Anticipating Your Customer's Behaviour in a Collections Call
-
Using Probing Questions to Understand the “Real Problem” Final
-
Latest Industry Insights
-
Collections Call Tips: Ask the Right Probing Questions
-
Checklist: 11 Warning Signs To Change Your Collection Strategy
-
Downloadable Asset
-
Infographic : 4 C's of Negotiation in a Collections Call
-
Checklist: 11 Crucial Negotiation Tips for Collection Analysts
-
Quiz, Feedback and Certificate
-
-
