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1. Control
Control is the finesse of a collection call. By effectively controlling the call through communication skills, psychology and negotiations, the business of collecting your company’s money is raised to an art. It is the creativity, which makes collecting challenging and it is one of the activities that will lead to the result of collecting more money.
2. Acknowledge And Proceed
Debtor objections have the potential to sidetrack you from your objective. Objections must be acknowledged as well as understood. Listening skills are necessary to understand the debtor objections, but you must proceed forward. Deal with the objection and proceed.
3. Emphasize And Verify
Information is the name of the game in collections. The more information you have the more tools you have. Develop a rapport with your customer by empathizing and understanding the problems that prevent your debtor from paying their bill. Verify the debtor’s excuses.
4. Get To A Result
You must progress forward on every contact with the delinquent customer to get results. You must have a strategy that leads to the ultimate result of recovering all of your company’s money.
If your representative is in the Dover office then on any accounts over $10K you can request the “Old Pro”.
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