Handle Overdue Debt
Handle Overdue Debt
Business-Critical Intervention
What does it cover?
Imparta’s Handle Overdue Debt Intervention is designed to help sales, service and collections teams to have effective conversations with customers who are late or unable to pay invoices. This is an increasingly common situation and will continue to be a factor throughout the prospect of Stagflation: inflation combined with a recession. Bad debt can have a significant impact on the balance sheet, so it’s critical to create solutions that work for both parties, and put you at the top of the list for customers with multiple creditors. This intervention, which is a half-day virtual training course, draws on Imparta’s long experience with effective service and collection conversations.
Engage Me
Impact: Conversion Rate
Build rapport through verbal and non-verbal mirroring, and an understanding of social styles. Engage customers with positive and persuasive language, and be able to think like a customer.
Understand Me
Impact: Conversion Rate; Average Deal Size
Uncover the customer’s underlying needs and the criteria on which a product selection will be made. Master questioning techniques and the ability to empathies and listen actively to increase rapport, trust and understanding.
Make it Easy
for Me
Impact: Win Rate; Renewal Rate
Agreed desired outcomes that move the customer through the Buying Cycle to a positive decision. Make customers feel good, and reduce the effort needed to commit to the deal.
