Download Collection Management Handbook: The Art of Getting Paid by A. Michael Coleman PDF

By A. Michael Coleman

You don’t must be talented to be a good credits collector. All you would like is a wish to study from the best.. . . and that’s the extent of craftsmanship this exhaustively researched quantity places correct at your fingertips. the gathering administration instruction manual places you at the quick music to changing into a debt restoration dynamo. Drawing on real instances from the gathering industry’s best achievers, this accelerated variation redefines assortment method. targeting a number of avenues of strategic creditor recourse, it is going past yesterday’s dunning notices, exhibiting you the way to extract cash from the main hard-to-reach nonpaying customers.Order your replica at the present time!

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Extra resources for Collection Management Handbook: The Art of Getting Paid

Example text

You, the collector, are your employer’s most important representative. The impression you make on debtors is going to have impact—one way or another. Your performance will either establish credibility or it will not. Credibility is created when debtors perceive that you are confident. Collectors who exude confidence, who impress debtors with this quality early in the collection cycle, have taken a giant step toward winning debtors over to their way of thinking. Confidence is the bullfighter who goes into the ring with mustard on his sword.

I will turn you over to our collection agency.

Words and gestures create pictures in the minds of listeners. Structure words and phrases to paint the picture you want to present. Debtors will respond more favorably to the following: • Action verbs • Color words • Words and phrases that convey a sense of taste, touch, sound, or feeling Your job is to persuade. Words that contain “picture meanings” will go a lot further toward persuading debtors than a plethora of meaningless jargon. Use words that have texture and substance. Choice of words is a significant factor in the art of communication and persuasion.

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