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Negotiations 101 for Collectors

Watch this beginner’s tutorial to understand how to proactively prepare for collection call negotiations by deciding your goals, trade-off, and alternative strategies while anticipating your customers' behavior.

About this Course

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description

lessonOverview	The likelihood of collections for 90 days+ past invoices is reduced by 15%, says Commercial Law League of America. As a collector, how do you plan to beat these odds and get the maximum benefit from your collection calls? This beginner course will help you understand how to leverage negotiation skills in your collection calls to accelerate recovery without straining your customer relationships. Find what are the things you should prepare for before jumping on a collections call and how to decide your collection goals, trade-offs, and alternative strategies while anticipating your customers' behavior. We will also be covering verbal and nonverbal communication tactics and a guide to build a win-win negotiation strategy. Tune in to learn 100+ collections call best practices while negotiating payments with your customers.

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 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	Win-Win Collections Call Negotiation: Strategies & Benefits	With expert communication and collections negotiation skills, learn how to create a win-win collections strategy with your customers.	https://academy.highako.com/win-win-collections-call-negotiation-strategies-benefits	120 Mins
	Collection Call Negotiations Collections Prioritization	Handling Deceptive Customers During Collections Call Negotiation	Watch this tutorial that gives you a hands-on guide on how to handle deceptive or overly aggressive customers during a collections call negotiation.	https://academy.highako.com/handling-deceptive-customers-during-collections-call-negotiation	90 Mins

tribe

widgetType	Id	components
topic	collections-prioritization	input

tribe

widgetType	Id	components
topic	collections-prioritization	input

Curriculum70 Mins

Beginner's Guide to Collection Call Negotiations (~20 Mins)
Preview

A Detailed Overview of Collections Call Negotiation
Successful Negotiation Techniques in Collections Call
Understanding Other Side's Situation in Collections Negotiation
8 Important Negotiation Tactics in a Collections Call
5 Personality Traits of a Good Collections Negotiator
4 C's of Negotiation in a Collections Call
How to Prepare a Collection Negotiations Strategy (~20 Mins)
The Importance of Preparation in Collections Negotiation
How to Set Goals for Collections Negotiation
Understanding BATNA in Collections Negotiation
Defining Your Negotiation Approach in a Collections Call
Anticipating Your Customer's Behaviour in a Collections Call
Verbal & Non Verbal Collections Negotiation Guide (~30 Mins)
Importance of Communication Skills in Collections Negotiation
Communication Challenges in Business Negotiation
Effective Listening Techniques in Collections Negotiation
Communication Do's and Dont's in Collections Negotiation
How to Avoid Communication Roadblocks in Collections Negotiation
Speaking in a Positive and Convincing Way in Collections Negotiation
Body Language: How It Impacts in Collections Negotiation
How to Keep the Other Side Engaged in Collections Negotiation
Final Assessment
Quick Quiz
Certificate and Feedback

About this Course

promoImage

description

lessonOverview	The likelihood of collections for 90 days+ past invoices is reduced by 15%, says Commercial Law League of America. As a collector, how do you plan to beat these odds and get the maximum benefit from your collection calls? This beginner course will help you understand how to leverage negotiation skills in your collection calls to accelerate recovery without straining your customer relationships. Find what are the things you should prepare for before jumping on a collections call and how to decide your collection goals, trade-offs, and alternative strategies while anticipating your customers' behavior. We will also be covering verbal and nonverbal communication tactics and a guide to build a win-win negotiation strategy. Tune in to learn 100+ collections call best practices while negotiating payments with your customers.

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 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	Win-Win Collections Call Negotiation: Strategies & Benefits	With expert communication and collections negotiation skills, learn how to create a win-win collections strategy with your customers.	https://academy.highako.com/win-win-collections-call-negotiation-strategies-benefits	120 Mins
	Collection Call Negotiations Collections Prioritization	Handling Deceptive Customers During Collections Call Negotiation	Watch this tutorial that gives you a hands-on guide on how to handle deceptive or overly aggressive customers during a collections call negotiation.	https://academy.highako.com/handling-deceptive-customers-during-collections-call-negotiation	90 Mins

tribe

widgetType	Id	components
topic	collections-prioritization	input

tribe

widgetType	Id	components
topic	collections-prioritization	input

Curriculum70 Mins

Beginner's Guide to Collection Call Negotiations (~20 Mins)
Preview

A Detailed Overview of Collections Call Negotiation
Successful Negotiation Techniques in Collections Call
Understanding Other Side's Situation in Collections Negotiation
8 Important Negotiation Tactics in a Collections Call
5 Personality Traits of a Good Collections Negotiator
4 C's of Negotiation in a Collections Call
How to Prepare a Collection Negotiations Strategy (~20 Mins)
The Importance of Preparation in Collections Negotiation
How to Set Goals for Collections Negotiation
Understanding BATNA in Collections Negotiation
Defining Your Negotiation Approach in a Collections Call
Anticipating Your Customer's Behaviour in a Collections Call
Verbal & Non Verbal Collections Negotiation Guide (~30 Mins)
Importance of Communication Skills in Collections Negotiation
Communication Challenges in Business Negotiation
Effective Listening Techniques in Collections Negotiation
Communication Do's and Dont's in Collections Negotiation
How to Avoid Communication Roadblocks in Collections Negotiation
Speaking in a Positive and Convincing Way in Collections Negotiation
Body Language: How It Impacts in Collections Negotiation
How to Keep the Other Side Engaged in Collections Negotiation
Final Assessment
Quick Quiz
Certificate and Feedback