Seminar Objective:
The objective of the seminar is to examine the difficulties involved in collecting customer debts and to develop methods and tools that will help participants collect outstanding payments more easily and more quickly.
Methodology
The seminar is addressed to sales managers, company collections managers, debt collectors, credit control managers and accounting managers.
Who should attend:
Executives and experienced employees of Financial Departments, as well as anyone involved in the subject operationally or in a supervisory role and who has relevant experience.
Seminar Content:
- The Credit Policy in relation to the skills and work behavior of the accounts receivable controller.
- The preparation and detailed process for a successful meeting or phone call for the purpose of collection (opening/introduction – reference to the issue – negotiation – agreement on payment – closing the conversation – follow-up).
- Development of Communication Skills with the objective of the proper use of questioning techniques, as well as the effective communication of the discussion message.
- Developing customer relationships while maintaining the balance between customer service and debt collection through the parallel use of negotiation and persuasion techniques to obtain payment.
- Handling situations involving refusal to pay, with the objective of recognizing excuses used as delay tactics, as well as presenting possible solutions in cases of unpaid debts.