Collections Call Negotiations Certified

{"miniCertification":{"title":"Collections Call Negotiations","promo-image-title":"This online certification program is designed to equip collectors at all levels with the skills to leverage negotiation skills in collection calls & gain a 'win-win' approach to collections call negotiations that will leave both parties feeling like winners.","short-description":"Get exclusive insights from Robert Shultz & John Zimmer on how to prepare for a collection's call, Identifying collection goals and trade-offs, laws related to collection calls and how to leverage negotiation skills in your collection calls to accelerate recovery without straining your customer relationships.","promo-image":"","duration":"5","modules-count":"13","checklist-count":"10","quiz-count":"4","course-overview":{"description":"According to a recent survey by Highako.com, 3 out of every 5 collectors are ineffective in collections.

How do you, as a collector, intend to overcome these obstacles and maximize the return on your collection calls?

With the help of this certification, you will gain the skills to negotiate effectively and manage your behavior strategically during collections call negotiations.

With 25+ years of experience in commercial credit and collections, Robert Shultz, will help you understand the different collector's behaviors, negotiations styles and approaches.","instructors":[{"name":"Robert Shultz","title":"Founder, Quote to Cash
Solutions(Q2C ) LLC","image":"https://7386813.fs1.hubspotusercontent-na1.net/hubfs/7386813/image%2071.svg"}],"course-worth-highlight":"","bulletpoints":[{"name":"Accelerate recovery without straining your customer relationships."},{"name":"How to decide your collection goals, trade-offs, and alternative strategies"},{"name":"Understand Different Laws related to collection calling."},{"name":"Ensure maximum ROI from each collection call "},{"name":"Understand pros and cons of different collector's behaviors, negotiations styles and approaches."}],"whats-included":{"get-started-url":"get-started-url","modules-count":"13","checklist-count":"10","templates-count":"2 Ready-to-Use Templates","quiz-count":"4","duration":"5"}},"curriculum-section":{"brochure_url":"https://resources.highako.com/hubfs/Brochure-Collections.pdf","accordion-items":[{"accordion-title-text":"1. Introduction to Collection Call Negotiations [20 mins]","accordion-description-text":"1.1. Introduction to Collection Call Preparation Techniques (2:00)
1.2. Collection Call Ground Rules: Professional Demeanor and Communication (6:00)
1.3. How to Engage Effectively With The Customer ( 4:00)
1.4. Using Probing Questions to Understand the 'Real Problem' ( 4:00)
1.5. How to Set the Stage for a Negotiation & The 4C's of Negotiations (3:00)"},{"accordion-title-text":"2 Beginner's Guide to Collection Call Negotiations [25 mins]","accordion-description-text":"2.1. A Detailed Overview of Collections Call Negotiation (6:00)
2.2. Successful Negotiation Techniques in Collections Call (7:00)
2.3. Understanding Other Side's Situation in Collections Negotiation (7:00)
2.4. 8 Important Negotiation Tactics in a Collections Call (3:00)
2.5. 5 Personality Traits of a Good Collections Negotiator (3:00)
"},{"accordion-title-text":"3. Key Things to Remember While Making a Collection Call [10 mins]","accordion-description-text":"3.1. Basics of Collections Call Concept (3:00)
3.2. A/R Collectors: Collections Calls Goals and Objectives (3:00)
3.3. Decoding Slow Paying Customers' Behavior in a Collection Call (5:00)
"},{"accordion-title-text":"4. Collection Calls & the Law [15 mins] ","accordion-description-text":"4.1. Understanding FDCPA in Collections (5:00)
4.2. Antitrust Regulations #1: Sherman Act/ Clayton Act in Collections (3:00)
4.3. Antitrust Regulations #2: Robinson-Patman Act in Collections (2:00)
4.4. Different Types of Bankruptcy Filings in Collections (2:00)
4.5. 2 Key Things to Remember for Bankruptcy Filing in Collections (1:00)
4.6. Quiz #1"},{"accordion-title-text":"5. Collections Negotiation Tactics and Techniques [30 mins]","accordion-description-text":"5.1. Collection Negotiations: How to Plan Your Approach (7:00)
5.2. Collection Negotiations: Four Approaches to a Negotiation (1:00)
5.3. Collection Negotiations: The Logical Approach (3:00)
5.4. Collection Negotiations: The Assertive Approach (6:00)
5.5. Collection Negotiations: The Empathetic Approach (4:00)
5.6. Collection Negotiations: The Long-Term Relationship Approach (4:00)
5.7.Collection Negotiations: 4 Tips to End an Unsuccessful Negotiation and Walk Away (4:00)
"},{"accordion-title-text":"6. Negotiation Styles & Collector's Behaviors [45 mins]","accordion-description-text":"6.1. How to Manage Behavior Strategically During Negotiations (8:00)
6.2. Assertive & Non-Assertive Behavior Styles (10:00)
6.3. The Top 3 Collector Negotiation Styles (7:00)
6.4. Benefits & Examples of Principled Negotiations (9:00)
"},{"accordion-title-text":"7. Principled Negotiation in B2B Collections [30mins]","accordion-description-text":"7.1. Principled Negotiations: An Introduction (5:00)
7.2. Principled Negotiations: Basic Considerations and Positions (9:00)
7.3. Principled Negotiations: Separate the Person from their Positions (3:00)
7.4. Principled Negotiations: Separate the Relationship and the Person (7:00)
7.5. Principled Negotiations: Ways to Generate Ideas (12:00)
7.6. Principled Negotiations: Ways to Focus on Interests pt. 1 (7:00)
7.7. Principled Negotiations: Ways to Focus on Interests pt. 2 (5:00)
7.8. Principled Negotiations: Ways to Invent Options (7:00)
7.9. Principled Negotiations: What to Do When Pressured (3:00)
7.10. Quiz #2
"},{"accordion-title-text":"8. Win-Win Collections Call Negotiation: Strategies & Benefits [20mins]","accordion-description-text":"8.1. What is a Win-Win Negotiation and its Characteristics (3:00)
8.2. Characteristics of a Win-Lose Negotiation (3:00)
8.3. Benefits of a Win-Win Negotiation (3:00)
8.4. How to Deal with Customers' Unacceptable Offers (4:00)
8.5. Understanding the Needs of Customers: Part 1 (3:00)
8.6. Understanding the Needs of Customers: Part 2 (3:00)
"},{"accordion-title-text":"9. Trade-off vs Compromise in Collection Calls [30mins]","accordion-description-text":"9.1. What is Compromise and How to Go About It (2:25)
9.2. 6 Tips for an Effective Compromise in Collections Negotiation (2:00)
9.3. Understanding What is Trade-Off in Collections Negotiation (1:00)
9.4. 13 Key Points to Consider in a Negotiation (7:00)
9.5. Effective Negotiation Approach to Compromise of Trade-Off (6:00)
9.6. 3 Important Steps to Consider While Responding Empathetically (8:00)
9.7. Crucial Steps to Handle Customer's Logic and Threat (8:00)
"},{"accordion-title-text":"10. How Cultural Differences Could Affect Negotiations [30mins]","accordion-description-text":"10.1 The Importance of Being Culturally Sensitive In A Negotiation (4:00)
10.2. How Cultural Differences Can Affect Negotiations (6:00)
10.3. 6 Things to Consider to Be A Successful Negotiator In Another Country (6:00)
10.4. Do's And Don’ts of Creating A Practical Negotiation Framework (4:00)
10.5. Experiences of Cross-Border Negotiations (6:00)"},{"accordion-title-text":"11. Essential Strategies for an Effective Negotiation [20 mins]","accordion-description-text":"11.1. How to Deal with the Other Side in Collections Negotiation (2:00)
11.2. Understanding the Customer's Business Trends in Collections Negotiation (5:00)
11.3. Anticipating the Customer's Point of View in Collections Negotiation (2:00)
11.4. Importance of Negotiating with the Right Person in Collections Call (4:00)
11.5. Understanding Your Customer's Needs for a Successful Negotiation(6:00)
11.6. Effective Collections Negotiation Case Studies (3:00)
11.7. Keep Your Powder Dry While Negotiating in Collections (2:00)
11.8. Be Prepared to Trade-Off in a Collections Negotiation (2:00)
"},{"accordion-title-text":"12. Effective Credit and Collection Strategies During Recession [60mins]","accordion-description-text":"12.1. Steps to Deal with Collections in Economic Downturn (1:00)
12.2. What Does the 5 Cs of Collection Mean During Pandemic Part 1 (3:00)
12.3. What Does the 5 Cs of Collection Mean During Pandemic Part 2 (3:00)
12.4. What Does the 5 Cs of Collection Mean During Pandemic Part 3 (5:00)
12.5. How Do Companies Adjust Their Credit Policy in the Economic Downturns (10:00)
12.6. Data Points To Consider for Flagging Customers During the Economic Downturn (10:00)
12.7. Will Credit Scores Still Be As Predictive Post the Pandemic (6:00)
12.8. How Are Credit Bureaus Changing Their Scoring Based on the Pandemic (4:00)
12.9. Do We Need to Conduct More Frequent Reviews During the Pandemic (6:00)
12.10. How to Adjust New Customer Credit Policy to Accommodate the New Normal (5:00)
12.11 Quiz #3
"},{"accordion-title-text":"13. Final Assessment [45mins]","accordion-description-text":"13.1. Final Quiz
13.2. Certificate & Feedback"}]},"testimonial-section":{"promo-video-url":"https://play.vidyard.com/mSZeL5yL3uUB6AW85g6SzW.html","team-onboarding-url":"https://calendly.com/shelley-mishra/onboard-your-team","testimonials":[{"testimonial-text":"I was really impressed with what I saw of Highako at Radiance. I plan to introduce this to our 300 member team as part of our training curriculum.","testimonial-author-img":"https://7386813.fs1.hubspotusercontent-na1.net/hubfs/7386813/Bill%20Lehmann.png","testimonial-author-name":"Bill Lehmann","testimonial-author-title":"Director, Credit, HPE"},{"testimonial-text":"Highako is doing a great job of curating courses on various critical job skills that address the needs of all credit and collection professionals.","testimonial-author-img":"https://7386813.fs1.hubspotusercontent-na1.net/hubfs/7386813/Development%20Team/1516691649873.jpeg","testimonial-author-name":"Disha Sawlani","testimonial-author-title":"Credit Risk Specialist, Acer Europe SA"}]},"managers-section":{"heading-part1":"Dear Credit Managers, ","heading-part2":" We Are Here For You!","description":"As a credit manager, it is your responsibility to ensure that your credit team is equipped with the skills to assess credit risk to make accurate credit decisions.","manager-section-image":"https://resources.highako.com/hubfs/mini_certification_pages/shutterstock_720924823%201.png","team-onboarding-url":"https://calendly.com/shelley-mishra/onboard-your-team","highlights":[{"highlight":"Understand what is Trade Credit"},{"highlight":"Evaluate your customers' creditworthiness based on essential factors such as the size of the company, D&B score"},{"highlight":"Understand the Importance of a Properly Constructed and Signed Credit Application"},{"highlight":"Carefully interpret and analyze CreditSafe & Credit.net Credit Reports"}]},"post-completion-section":{"heading-part1":"Share Your Achievement After ","heading-part2":"Completing the Course!","description":"Become an expert in Negotiations and broadcast your achievement to friends and colleagues to get the recognition you deserve.","certificate-image":"https://7386813.fs1.hubspotusercontent-na1.net/hubfs/7386813/mini_certification_pages/Screenshot%20(333).png","email-url":"mailto:mike.yakiemchuk@highako.com?cc=rudrani.das@highradius.com&bcc=shelley.mishra@highradius.com&subject=Highako%20Support%3A%20Mini%20Certifications&body=Hi%2C%20%0AHave%20a%20look%20at%20the%20mini-certification%20https%3A%2F%2Facademy.highako.com%2Fucc-filing-mini-certification","public-link-url":"https://www.credly.com/org/highradius/badge/ucc-filings","download-certificate-url":"https://7386813.fs1.hubspotusercontent-na1.net/hubfs/7386813/mini_certification_pages/certificates/Collections%20Call%20Negotiations%20Certified-1%20(1).png","badge-image-url":"https://images.credly.com/size/200x200/images/4a828473-06f7-4a16-90a2-4766cc224dce/image.png"},"faq-section":{"title":"FAQs","accordion-items":[{"accordion-title-text":"Q. How does this course work?","accordion-description-text":"The course is 100% on-demand and fully self-paced. Once you enroll, you’ll work through the modules in chronological order and be invited to take part in activities. At the end of each module, you’ll be presented with mandatory quiz questions and if you pass all these, you’ll earn the exclusive badge and get credit and collection laws certified."},{"accordion-title-text":"Q. How long will the course content take to complete?","accordion-description-text":"The course content, activities, and exams will take approximately 5 hours to complete."},{"accordion-title-text":"Q. What are the scoring marks for the quizzes?","accordion-description-text":"You need to score 80% in the Final Quiz, only then you will be able to earn the exclusive Skill Badge on Credit and Collections Laws"},{"accordion-title-text":"Q. How long will I have access to the course content?","accordion-description-text":"For life! One off-payment gives you unlimited access to all the course’s content forevermore."},{"accordion-title-text":"Q. You have completed watching the course and passed all the quizzes, how do you tell the world?","accordion-description-text":"Highako Certified Skill Badge is a great way to showcase your achievement to peers and potential employers by adding the skill badge to your LinkedIn profile.
Follow the below steps:
Step 1: Visit your academy profile page
Step 2: Click on the 'Accept this Badge'
Step 3: Sign up on Credly using your email address
Step 4: Click on the 'Accept Badge' button
Step 5: Share your Badge on Linkedin
That’s it! You’re all set. Colleagues, prospective employers, recruiters, etc. will now be able to see your new skill badge."}]}}}