| COURSE DESCRIPTION: Overseeing collection efforts is a tricky business. You want your people to be assertive and firm, but you don’t want to risk pushing good customers too far. It’s a balancing act of getting the money you’re owed without jeopardizing future business.
So what’s the secret to making your collection efforts effective, compliant with the law and customer-friendly? How can you be sure that those handling your collections bring cash in quickly without crossing the line?
If any part of your job involves collections or the management of the collection function, this program is for you. Whether you have a dedicated collections team or count on A/R to handle this critical function, you need to know how the best get it done.
That’s why we’ve invited internationally known collections expert Bob Tharnish of ABC/Amega Inc. to share his insights into reducing bad debt and improving your cash flow.
This results-focused program will give you practical ideas you can use right away to collect more money faster. Bob will walk you through what works, and what doesn’t, regardless of the size of your team or the type of business you run.
The program will cover:
- How to develop an effective “telephone personality” that customers respect
- What you must do before picking up the phone to make a collections call
- How “listening between the lines” can improve your collection efforts
- The seven fundamental steps of collection calling … and why they work
- Telephone “do’s & don’ts” that can make or break your collections program
- How to respond to the most commonly used objections with confidence
- Essential steps to developing the right approach for each collections call
- Four creative strategies that get even the most stubborn customers to act
- How to reach the right person in the organization you’re calling
ABOUT THE SPEAKER: In his current position as Vice President, International & Corporate Quality, Mr. Tharnish is in charge of ABC-Amega’s International Collection Department and is responsible for improving delivery systems, work procedures, and interdepartmental communications. During his career with ABC-Amega he has conducted numerous informational sessions for ABC-Amega’s Clients and industry trade groups on a wide range of collection related topics, including speaking for the British government during a countrywide tour sponsored by Britain’s Department of Trade and Industry. Mr. Tharnish is also a member of the Commercial Collection Agency Association (CCAA) of the Commercial Law League of America (CLLA), and is currently serving in his third term on that organization’s Executive Council. He also serves on several CLLA Committees and is ABC-Amega’s chief liaison with the CCAA.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
|
