Collections Negotiation Preparation for High Risk Customers

This course toolkit will help you proactively prepare for collection call negotiations while anticipating your customers' behavior.

20K Credit, Collections & A/R Professionals Enrolled | Online Training | Completion Certificates

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Key-Highlights:

2 Blogs
2 Downloadable Resource
100% FREE Course
Completion Certificates

Overview

On an 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?

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.

Course Content

Important Strategies You Should Know before Preparing for a Collections Call

Overcome account closing challenges and build a comprehensive month-end close checklist.

15 minutes

Key Factors to Consider for Negotiation Strategy

Understand how you could streamline the remittance process with a definite workflow that requires no manual intervention.

15 minutes

Latest Industry Insights

Collections Call Tips: Ask the Right Probing Questions and Checklist: 11 Warning Signs To Change Your Collection Strategy

Blog

Downloadable Asset

Infographic : 4 C's of Negotiation in a Collections Call and Checklist: 11 Crucial Negotiation Tips for Collection Analysts

Actionable Resource

What you'll learn

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

Sign-up to Get Instant Access!

Key-Highlights:

2 Blogs
2 Downloadable Resource
100% FREE Course
Completion Certificates

About the Trainer

ROBERT 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.

"We all enjoyed the webinar and have taken down several suggestions to use in the future. Can you tell us again how we are to obtain our certification for attending all three days?"

Michelle Faragher
Credit Specialist
Dole Packaged Foods, LLC

"I found this to be a very informative workshop and it gave me some tips and ideas on how better to approach customers when doing collections."

Christine G Fram
Credit Administrator
Truex Inc/Teknor Financial

"I wanted to say that I enjoyed the classes. The classes were very informative and I learned some good negotiation skills that I can use."

Linda McDevitt
Credit Manager
Teknor Apex Company

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