Six Stage Negotiation

Course details

Six Stage Negotiation is a tried and tested approach for collecting outstanding debts.  The approach was developed by Henry Mehta, the course instructor, while he was Head of Credit Management at Welsh Water.  He took the company from one of the worst performing cash collection companies to one of the best in 2 years and then maintained that position for the remainder of his tenure.

This course introduces the foundations of good Credit Management policies and provides an approach for Handling Objections in a debt collection environment.  With this background, it dives into the detail of the Siz Stage Negotiation approach.  

The target audience for this course is any Sole Trader or small to medium sized business where you need to collect outstanding debts or any customer centre adviser in a larger company that has responsibility for collecting cash.  This course gives you an approach which works.

This course has over 2 hours of video and lecture notes.  Quizzes are interspersed within the videos to ensure students have gained understanding.  It is important that students practice the approaches in real life.  Like a great athlete, repetition and practice will drive muscle memory to ensure you can implement the approach seamlessly on a daily basis.  With that in mind, the course should not be rushed.  Repeat the video modules having practiced the approaches to ensure you're following the approach correctly.

Why take this course? Because it is easier to collect an outstanding debt than make an additional sale.  This course will help you improve your profits by bringing in more cash.