Successful credit control and debt recovery هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

• Understand debtors and communicate with them effectively
• Improve their telephone and writing skills
• Appreciate the key legal issues
• Track down ‘gone aways’
• Improve their collection rates

1. Giving credit and collecting debts
   • The benefits when you get it right
   • The cost of getting it wrong
2. Analysing yourself
   • The importance of making the right ‘first impression’
   • Assessing your own personal communication style and how this affects your results
   • How do you (or might you) look in the debtor’s eyes? What would you like to change?
3. Analysing your debtors
   • Types of debtor
     – The delaying debtor
     – The genuine debtor
     – The cashflow or hardship problem debtor
     – The ones who never intended to pay
4. Spot the most common reasons and excuses for non-payment – and learn how to deal with them
5. Understanding debt recovery and the law
   • Data protection issues
   • County Court suing enforcement methods
   • Human rights and debt recovery
   • Retention of title matters
6. Telephone skills for debt recovery
   • A 7-point plan which works every time
   • Learning by example: listening to and analysing some pre-recorded (or live) collection calls
     – What was done well?
     – What should have been done differently?
     – Did the collector recognise opportunities?
     – Did the collector create opportunities where seemingly none existed?
     – Did the collector negotiate well or not at all?
7. Writing skills for debt recovery
   • Key phrases to avoid
   • What to include
   • A sample letter which gets results in over 90% of cases
8. Tracking down the ‘gone aways’
   • A unique debtor-tracing plan
   • Why spend money on external tracers when you can find those ‘gone aways’ debtors for yourself?