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Author: Michelle Dunn
Publisher: Createspace Independent Publishing Platform
ISBN: 9781482084894
Category : Customer services
Languages : en
Pages : 0
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Book Description
As someone who has made thousands upon thousands of debt collection calls as a credit manager and first party collector and as an agency owner and third party collector, I wanted to share what I know about making these calls so that you can improve on your calls. To take the fear out of it, just remember that making a collection call is like making a customer service call. You are calling about a problem with the account and you just want to resolve it. You will learn what common excuses people give and what you can say to them in order to keep the call moving in the right direction and not going off track. You will learn how to notice a red flag with an account that you are calling and be able to avoid disaster by taking specific steps based on your knowledge of what is happening with that particular account. This book will help anyone who owns a business and needs to call customers that are past due. It will help accounts receivable clerks who make calls to delinquent accounts; it will help credit managers who make collection calls or "your account is on credit hold" calls. This book will also help collectors who work for a third party collection agency. This book is meant to be a guide for bill collectors. I have shared with you actual and specific steps I have taken in my years of doing collection work that have worked well for me. I have found that when making collection calls and dealing with excuses, you must be firm, tread lightly, have compassion and treat the account carefully. Treat the account (not the customer) like a child who needs your guidance and help to get this paid. This has worked very well for me and I have successfully collected more money than other collectors based on following these steps.
Author: Michelle Dunn
Publisher: Createspace Independent Publishing Platform
ISBN: 9781482084894
Category : Customer services
Languages : en
Pages : 0
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Book Description
As someone who has made thousands upon thousands of debt collection calls as a credit manager and first party collector and as an agency owner and third party collector, I wanted to share what I know about making these calls so that you can improve on your calls. To take the fear out of it, just remember that making a collection call is like making a customer service call. You are calling about a problem with the account and you just want to resolve it. You will learn what common excuses people give and what you can say to them in order to keep the call moving in the right direction and not going off track. You will learn how to notice a red flag with an account that you are calling and be able to avoid disaster by taking specific steps based on your knowledge of what is happening with that particular account. This book will help anyone who owns a business and needs to call customers that are past due. It will help accounts receivable clerks who make calls to delinquent accounts; it will help credit managers who make collection calls or "your account is on credit hold" calls. This book will also help collectors who work for a third party collection agency. This book is meant to be a guide for bill collectors. I have shared with you actual and specific steps I have taken in my years of doing collection work that have worked well for me. I have found that when making collection calls and dealing with excuses, you must be firm, tread lightly, have compassion and treat the account carefully. Treat the account (not the customer) like a child who needs your guidance and help to get this paid. This has worked very well for me and I have successfully collected more money than other collectors based on following these steps.
Author: Cecil J. Bond
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 520
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Book Description
Are outstanding debts eating away at your business's profitability? This valuable "toolbox" of over 400 collection letters, scripted collection calls, directions for visiting customers in person, plus model faxes can help you turn accounts receivable into accounts paid. Avoid the costly trap of chasing down a small number of problem accounts, limit delinquencies, stay on the right side of the law, and reduce the time it takes to collect balances. This groundbreaking volume can help you substantially increase your cashflow without a lot of costly and time-consuming systems changes. At last you'll have the time and the money to run your business more effectively. Step-by-step procedures and ready-to-use forms help you organize or reorganize your credit department, construct more useful credit files, and build a new credit policy that keeps customers happy and keeps the payments pouring in. Cecil Bond is full of sound advice on: precautions you must take when collecting by mail ... how a conciliatory tone can be more effective than a threatening posture ... setting up a payment program to work with your customers' cashflow ... the advantages of "doing lunch" with a customer ... writing the final demand letter ... and what bad-debt accounts are better left alone. For both commercial and consumer accounts, for business managers and owners, The Complete Book of Collection Letters, Telephone Scripts, and Faxes is a veritable treasure trove of the dos and don'ts of collection methods; what's legal and what's not; key ingredients in successful letters and how long they should be; how to avoid controversial statements; how to structure and control collection telephone calls; and when to employ acollection agency. Actual samples with clearly explained procedures include the letters that generate payments with the key words that get action; how to freshen up a favorite letter, and how to selectively use the form letters in this guide; putting it all together: integrating letters, calls, faxes - and visits; your collection efforts and the law - practices to avoid; deploying your credit department people to collectible accounts; screening accounts for creditworthiness; the most effective series of collection notices; combining the strengths of letters and telephone calls; tailoring your efforts: when and how to use more than one option; when and how to use a collection agency; and steps for salvaging bad-debt write-offs.
Author: Kristie Lorette
Publisher: Atlantic Publishing Company
ISBN: 1601382839
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
According to the U.S. Department of Labor, the median annual income for someone in the collection industry is $29,000 and, as a business owner, you could make even more. The Department also suggests that the industry is expected to grow 18 to 26 percent by 2014. Working in the collection agency business requires patience, empathy, a commitment to excellent customer service, and superb negotiation skills. If you are thinking of opening a collection agency business, then we have a book that can guide you through the process, providing all of the insider tips needed to get started in a minimal amount of time, with a minimal amount of money. Whether you will be operating out of your home or you are looking to buy or rent office space, this book can help you with a wealth of start-up information, from how to form and name your business to deciding if this will be a joint venture or if you would rather work solo. Valuable information on forming a Partnership, LLC, Corporation, or becoming a Sole Proprietor, the four types of business formation, is included, as well as the legal implications of each. With all of the federal and state laws governing the industry, opening your own collection agency can quickly become a nightmare, and for that reason, you will be provided with the most up-to-date information on the Fair Debt Collection Practices Act, as well as a listing of laws state-by-state that may supersede this federal act. Many states, and even cities, require third-party agencies to be licensed and/or bonded, so you will be provided a wealth of information on all requirements so that you can knowledgably, and legally, operate your business with peace of mind. A complete checklist of all of the start-up equipment that you will need is provided, as well as a sample budgeting sheet to allow you to gauge start-up costs. You will learn about potential risks that you take in opening a collection agency and how a collection lawyer can help settle debts when you are unable to. You will learn the difference between first and third-party agencies, the different methods in which you can expect to be paid by creditors, tips and tricks to gaining clients, and the advantages of the debt buying method. This complete manual will arm you with everything you need, including sample business forms; contracts; worksheets and checklists for planning, opening, and running day-to-day operations; lists; plans and layouts; and dozens of other valuable, timesaving tools of the trade that no business owner should be without. A special chapter on customer service is provided, with tips on communicating with debtors in a non-threatening manner. While providing detailed instruction and examples, the author leads you through every detail that will bring success. You will learn how to draw up a winning business plan (the companion CD-ROM has the actual business plan you can use in Microsoft Word
Author: Michelle Dunn
Publisher: Cambridge Scholars Publishing
ISBN: 1443846287
Category : Business & Economics
Languages : en
Pages : 99
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Book Description
The credit crisis, high fuel costs, job losses, bankruptcies, foreclosures and the failing economy are all contributing to factories closing, job loss and business owners going out of business because they can’t get paid. Learn how to take specific steps and use positive action to streamline and maximize your credit management policies. This book, Credit and Collections: A Business Perspective, is for businesses that have past due customers and need help collecting from them. It is for businesses who want to check their customer’s credit to limit credit risk and avoid bad debt. Things that have worked in the past are no longer working; everybody’s credit has changed, everyone’s job situation has changed, people have lost their homes due to the economy or weather and the flow of our business cash has taken a hit. Credit and Collections: A Business Perspective will help anyone who has customers that owe them money and will give them specific steps and actions they can take to make effective collection calls that work. This book will show you how to check a customer’s credit and determine their credit worthiness before you extend credit to someone who may not be able to pay you. With this book you can protect your business and your bottom line by protecting your most important asset, your cash flow.
Author: Timothy J. Daye
Publisher: iUniverse
ISBN: 146203330X
Category : Business & Economics
Languages : en
Pages : 70
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Book Description
The 5 Elements of the Highly Effective Debt Collector is the first How to collect a debt book of its kind, in that it breaks the debt collecting process down into five core fundamental areas. After years of training in the collection industry, I have found that these five fundamental areas are at the center of revealing the mystery behind why only a small percentage of debt collectors produce at a high level and more importantly explains why the larger percentage of low to mediocre performers never reach a top producing level. Not only does this book establish fundamental concepts every debt collector must understand to maximize personal or agencys earning potential, it also teaches: sound principles of engagement, valuable communication concepts, effective sales rebuttal techniques, as well as a system of file management that if followed and executed properly will more than double a collectors efficiency and effectiveness in less than 30 days The 5 Elements principles and concepts were designs to ensure that no matter an individuals talent level, years in the industry, or position held within an agency, the end user will understand clearly and be enriched by the experience.
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119144760
Category : Business & Economics
Languages : en
Pages : 311
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Book Description
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Author: Mike Brooks
Publisher: John Wiley & Sons
ISBN: 111941797X
Category : Business & Economics
Languages : en
Pages : 227
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Book Description
Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others... More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.
Author: Mike Brooks
Publisher: John Wiley & Sons
ISBN: 1119418070
Category : Business & Economics
Languages : en
Pages : 310
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Book Description
Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others... More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.
Author: Alison Green
Publisher: Ballantine Books
ISBN: 0399181822
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together
Author: Mike Bates
Publisher: Human Kinetics
ISBN: 1492582506
Category : Health & Fitness
Languages : en
Pages : 408
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Book Description
Health Fitness Management, Second Edition, provides an in-depth picture of the varied and rewarding role of the health and fitness club manager. With contributions from leading experts in the fitness industry, several new chapters, a more practical emphasis, enhanced features, and the addition of instructor resources, this second edition is the most authoritative and field-tested guide to management success. Whether soothing disgruntled members, ensuring club safety and profitability, or motivating staff to perform at their best, health and fitness club managers require the right mix of skills and flexibility to support the success and continued growth of their clubs. Both aspiring and practicing club managers can rely on Health Fitness Management to help them acquire and improve their management skills across all areas: Human resources: Understand the importance of organizational development and the payoffs of thoughtful staff recruitment, training, development, retention, and compensation. Sales and marketing: Discover new ways to attract and retain members and increase profitability with the right mix of products and services. Financial management: Learn how to read financial statements and understand and control the risks associated with running a fitness club. Facility maintenance: Implement systems to ensure the upkeep and safety of the facility and its equipment. Program evaluation: Determine the “fitness level” of the club and its programs, capitalize on strengths, and find solutions to improve weak areas. Industry perspective: Understand the history of health and fitness management, its present status, and future trends. Health Fitness Management, Second Edition, has been fully updated and organized for maximum retention and easy reference. Each chapter begins with "Tales From the Trenches," a real-life example that clearly illustrates the chapter’s theoretical focus. Special “The Bottom Line” segments sum up the key points of the chapters in an applied context so readers can see exactly how the information is applied on the job. Learning objectives, key terms, and a list of references and recommended reading round out each chapter to make the material even more comprehensive to students, and a new instructor guide and test package make the text ideal for instructors teaching a course. Practitioners will find the added bonus of many time-saving reproducible forms, including a sample membership agreement, an equipment maintenance form, and a guest registration and exercise waiver. Written by industry experts with more than 300 combined years of experience, Health Fitness Management, Second Edition, is the fundamental resource for the management and operation of health and fitness facilities and programs. Enhanced with practical scenarios and applied knowledge, it provides a solid foundation for students preparing for a management career in the health and fitness industry and serves as an essential reference for professionals already enjoying the challenges and opportunities of club management. For information on system requirements or accessing an E-book after purchase, click here.
