Details
Workshop Learning Objectives
Outline
Module 1: Sales and Collection is a Must
•The Purpose of Collection to the Organization•Collection is about Problem Solving
•“If we do not collect” ….
Module 2: The Collection Call Cycle
•Know your Customer and Call Strategy
•The Collection Call Structure
Module 3: Customers’ Needs and Wants
•What Do Customers What•Controlling a Telephone Conversation to Get Answers •Creating a Persuasive Brief to Support Your Arguments
Module 4: Persuasion Techniques to Get Commitment to Pay
•Identifying the Leverages of Power•Using the 12 Techniques of Persuasion to Get Payment
•Commitment to Value Propositions and Learning to Compromise
Module 5: Turning Resistance to Commitment
•Diffusing the Various Customers Objections and Excuses
•Handling the Broken Promises •
Module 6: Improving Self Confidence After Confrontation
•Keep the Focus and Repelling Negative Thoughts
•Using Confidence Building Exercises
Speaker/s
Special Offer
Early Bird Discount for 3 pax – RM4,000
ATCEN aspires to be Asia’s People and Capacity Development Partner. We believe all individuals can contribute to the betterment of self, the organization and the community. Having played an active role in developing high performance in the human capital of large, medium and small organizations in the Asia Pacific Region, we continue to strive to deliver measurable change in our services.
Established since 2003, we have garnered extensive experience in delivering business training, business events and capacity building engagements for professionals and businesses worldwide.
In our customers’ eyes, ATCEN represents Accountable, Partnering, Integrity and Customer Centric. The ATCEN Team delivers exceptional quality services by empowering our people to fulfil our purpose and mission to develop people and build sustainable capabilities in organizations.
ATCEN’s Affiliations and Partners:
- Pembangunan Sumber Manusia Berhad (PSMB/ HRDF): ATCEN is a Class “A” training provider for PSMB (HRDF) and a 5 Star Rated Training Provider.
- Ministry of Finance: Registered for training, course/seminar and education management.
- Western Kentucky University (WKU, USA): ATCEN is a WKU Asia partner, offering their certification programs for the Asian community. ...