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Debt Collection Calling & Negotiation Training
Collection Call Negotiations
Understand the ABCs of speaking and negotiation skills that you could use to ensure maximum ROI from each of your collection calls. This improve your debt collection skills
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  • Lesson Overview
  • Transcript
  • Resources
  • Discuss

1000s of collectors despite spending 100s of hours on collection calls and emails do not get results.

After 6 months, the likelihood of getting money reduces below 50%, says Commercial Agency Section, Commercial Law League of America. As a result, businesses suffer the backlash of high past-due receivables and huge write-offs.

At this point, how could you ensure maximum ROI from each collection call to get paid faster?

Watch this online course on debt collection negotiations & calling training to understand when your customers are making excuses, identify danger signals in the payment cycle, and handle irate customers through these 21 collection calls negotiation best practices, tips & techniques.

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Instructor
Robert S. Shultz · Founder, Quote to Cash Solution
Robert Shultz has had a thirty-year career as a global credit and financial executive for large multinational 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.
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Debt Collection Calling & Negotiation Training

Course 2 of 7 in Collections and Negotiations 101

Understand the ABCs of speaking and negotiation skills that you could use to ensure maximum ROI from each of your collection calls. This improve your debt collection skills

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About this Course

promoImage
description
lessonOverview

1000s of collectors despite spending 100s of hours on collection calls and emails do not get results.

After 6 months, the likelihood of getting money reduces below 50%, says Commercial Agency Section, Commercial Law League of America. As a result, businesses suffer the backlash of high past-due receivables and huge write-offs.

At this point, how could you ensure maximum ROI from each collection call to get paid faster?

Watch this online course on debt collection negotiations & calling training to understand when your customers are making excuses, identify danger signals in the payment cycle, and handle irate customers through these 21 collection calls negotiation best practices, tips & techniques.
transcript

Coming Soon
resources Coming Soon
discuss Coming Soon
instructor
name title image description
Robert S. Shultz Founder, Quote to Cash Solution Robert Shultz has had a thirty-year career as a global credit and financial executive for large multinational 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 Effective Collection Calls Listening Best Practices Get insights on how to improve your telephone voice and ask the right questions at the right time. https://academy.highako.com/effective-collection-calls-listening-best-practices 30 min
Collection Call Negotiations Collections Calling and Negotiation Learn collections negotiations strategy to improve collector effectiveness index. https://academy.highako.com/collections-calling-negotiation 360 Min
tribe
widgetType Id components
topic collections-prioritization input

Curriculum120 Mins

  • The ABCs of Speaking and Negotiations ( ~20 Mins )
  • Preview
    Introduction to Collection Call Preparation Techniques
  • Collection Call Ground Rules: Professional Demeanor and Communication
  • How to Engage Effectively With The Customer
  • Using Probing Questions to Understand the “Real Problem”
  • How to Set the Stage for a Negotiation & The 4C’s of Negotiations
  • Collections Calls: Handling Customer Objections ( ~25 Mins)
  • How to Understand Collection Objections
  • The 4 Basic Types of Objections pt. 1
  • The 4 Basic Types of Objections pt. 2
  • 10 Tips on Handling Irate Customers
  • Proactively Identifying Payment Danger Signals ( ~10 Mins)
  • 4 Danger Signs to Watch Out For In AR Collection Calls
  • How to Follow-up On Customer Collection Commitments
  • Collection Calls and the Law ( ~25 Mins )
  • Understanding FDCPA in Collections
  • Antitrust Regulations #1: Sherman Act/ Clayton Act in Collections
  • Antitrust Regulations #2: Robinson-Patman Act in Collections
  • Different Types of Bankruptcy Filings in Collections
  • 2 Key Things to Remember for Bankruptcy Filing in Collections
  • Effective Telephone Collection Techniques ( ~30 Mins )
  • Effective Telephone Collection Techniques
  • Assessment
  • Quiz
  • Certificate and Feedback

About this Course

promoImage
description
lessonOverview

1000s of collectors despite spending 100s of hours on collection calls and emails do not get results.

After 6 months, the likelihood of getting money reduces below 50%, says Commercial Agency Section, Commercial Law League of America. As a result, businesses suffer the backlash of high past-due receivables and huge write-offs.

At this point, how could you ensure maximum ROI from each collection call to get paid faster?

Watch this online course on debt collection negotiations & calling training to understand when your customers are making excuses, identify danger signals in the payment cycle, and handle irate customers through these 21 collection calls negotiation best practices, tips & techniques.
transcript

Coming Soon
resources Coming Soon
discuss Coming Soon
instructor
name title image description
Robert S. Shultz Founder, Quote to Cash Solution Robert Shultz has had a thirty-year career as a global credit and financial executive for large multinational 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 Effective Collection Calls Listening Best Practices Get insights on how to improve your telephone voice and ask the right questions at the right time. https://academy.highako.com/effective-collection-calls-listening-best-practices 30 min
Collection Call Negotiations Collections Calling and Negotiation Learn collections negotiations strategy to improve collector effectiveness index. https://academy.highako.com/collections-calling-negotiation 360 Min
tribe
widgetType Id components
topic collections-prioritization input

Curriculum120 Mins

  • The ABCs of Speaking and Negotiations ( ~20 Mins )
  • Preview
    Introduction to Collection Call Preparation Techniques
  • Collection Call Ground Rules: Professional Demeanor and Communication
  • How to Engage Effectively With The Customer
  • Using Probing Questions to Understand the “Real Problem”
  • How to Set the Stage for a Negotiation & The 4C’s of Negotiations
  • Collections Calls: Handling Customer Objections ( ~25 Mins)
  • How to Understand Collection Objections
  • The 4 Basic Types of Objections pt. 1
  • The 4 Basic Types of Objections pt. 2
  • 10 Tips on Handling Irate Customers
  • Proactively Identifying Payment Danger Signals ( ~10 Mins)
  • 4 Danger Signs to Watch Out For In AR Collection Calls
  • How to Follow-up On Customer Collection Commitments
  • Collection Calls and the Law ( ~25 Mins )
  • Understanding FDCPA in Collections
  • Antitrust Regulations #1: Sherman Act/ Clayton Act in Collections
  • Antitrust Regulations #2: Robinson-Patman Act in Collections
  • Different Types of Bankruptcy Filings in Collections
  • 2 Key Things to Remember for Bankruptcy Filing in Collections
  • Effective Telephone Collection Techniques ( ~30 Mins )
  • Effective Telephone Collection Techniques
  • Assessment
  • Quiz
  • Certificate and Feedback