In the same way that sales people are in competition for business, credit controllers are in competition for cash. The telephone is a powerful tool for cash collection, but only when you have the skills to maximise its potential. This dynamic and interactive course enables delegates to use the phone as a weapon of mass persuasion, turning reasons for non payment into payment and helping you improve payments from all types of customers.

Course Objectives

Break through the barriers that block payment and hold up cash
Knowing your customers and planning your collections strategy
Using influencing factors to persuade customers to pay sooner
Closing calls feeling confident you will be paid

Course Designed For

Anyone selling goods or providing services on credit involved in telephoning customers for payment or who manages a team of people involved in collecting payments from debtors.

Course Duration

One Day

Maximum Number of Delegates

 Eight

In-House Delivery Option Available

 Yes

Getting to Payment

Strategies for successful collection
Getting through and speaking to the right person
Switching on to the person you are dealing with
Different approaches for different customer types
Influencing customers in different situations
Asking questions differently from others telephoning for payment
Using phrases and statements that get you on side
Developing negotiation and persuasive skills
Overcoming excuses, objections and reasons for non-payment
Breaking negotiation deadlocks
Stressing the benefits of paying
Taking away the reasons not to pay
Using the consequences of non-payment to your advantage

Closing the Call

Reaching agreement
Following up effectively
Educating customers to your terms
Improving future payments

Areas of Difficulty

Persuading difficult people to do what you want
Influencing others to deal with queries that delay payment
Dealing with other situations and problems you find difficult

£464.13 (£395 + VAT) per Delegate.

Discounts are available if 2 or more delegates from the same organisation attend the same course.

Please read 'How much does each course cost' on our FAQ's page for details.

This is a new course and consequently there are no testimonials at present.