 |
Further
Reading ...
|
|
Realistic Goals...How To Set Them and Why - Sue and Chuck DeFiore
So many people want to start a business today and be rich tomorrow. Sorry, people it doesn't happen that way. If it did, everyone would do it. There is no free lunch...it takes hard work, determination and realistic goal setting. Think about...
Medical bills: Don't let them kill you - Curadebt
Having a good health condition is not just a matter of "good luck" or chance. There are many things that can be done in order to improve one's health conditions, prevent illnesses and at the same time save money on medical bills. Unexpected medical...
THE “SEVEN Cs”: PARTNERSHIP DANGER SIGNS - Conflict Becoming the Norm – Part 1 - Dorene Lehavi
A series of articles exploring the seven critical areas that can indicate a partnership is in trouble. Conflict Becoming the Norm – Part 1 Dr. Dean Ornish, noted cardiologist, says the greatest cause of disease is the stress that comes from...
The Critical Role of Training - Carol Verret
There is always an excuse for not providing employees with training opportunities. Very few people articulate these excuses to either their customers or their staff, but the net effect is still the same. When the economy was good and employees...
|
|
|
Debt Collecting @ & A - Issue 6
|
 |
Written By:
Jim Finucan
|
|
|
DEBT COLLECTING Q & A – Issue #6
By Jim Finucan
© Tiare Publications Group
385 words
Q) Jim: How can I be sure that I’ve gotten to the heart of the problem when I suspect the debtor is being insincere, or even dishonest?
A) Use a technique called “”funneling.” It’s a method of questioning that begins on a broad level and becomes more specific as you progress. Narrow in and focus on the response you’re getting until your suspicions are either confirmed or you can accept the debtor’s excuses as genuine. A typical conversation might go something like this:
“Is there anything preventing you from sending the check for the balance tomorrow?”
“I can’t send it tomorrow; I won’t be in the office.”
“That’s hardly a problem; you could mail it out tonight, before you leave. Do you agree?”
“I told you, I just can’t.”
“You mean, I provide the services to you when you need them and you’re the kind of person who won’t pay because you don’t have the time? Is that right?
“No, it’s not like that.”
“Then you need to tell me now what it is like. What is it, that’s stopping you from taking care of this obligation and leaving yourself exposed to legal action?”
“The company just doesn’t have the funds available.”
“All right, Tom,” (Note that - continued below ...
|
|
|
continued ...
the story is changing here. This reason is either more accurate or another stall tactic.) “What I need you to understand is that excuse doesn’t concern me one way or the other. When your company needs funds to continue operating what do you do? That check needs to be in the mail by tomorrow at the latest.”
And regardless of his answer, find out which bills are being paid and which ones are not – and why yours is one of those not on the “pay” list.
Funneling down into an excuse with a more precise line of questioning uncovers the true intentions of a debtor. In fact, this technique actually helps the debtor see himself acting in a way that is not congruent with his own beliefs. That exposure will help him make more honest and forthright decisions in the future.
If something doesn’t feel right during a collections call question it! Throw a whole series of sharp, penetrating questions at it until it cracks. Then both sides can identify and solve the sense of the problem.
(end)
About the Author
Jim Finucan’s debt collections manual “Past Due” teaches his personal collection techniques that can help you double your debt collections virtually overnight. More Info at: http://www.tiare.com/pastdue.htm
|
|
|
|
 |
|
|
| _Additional Resources ... |
|
Are YOU Making Money on the NET? - Leon van der Linde
Winning, or Losing? Are you forking out dollars after dollars, trying to establish a profitable Online Business? Are you making any leeway? Are you just throwing dollars after dollars at so many "guaranteed" offers on the net, and still battle to...
During midlife career change, do you jump or hold on? - Cathy Goodwin Ph D
Over the years, I have identified two kinds of midlife career changers: Jumpers and Clingers. Jumpers thrive on energy, enthusiasm and improbable luck. The last three times they leaped, a net appeared. They see no reason why the next jump should be...
Eight Ways to Motivate Part Time Employees - Ed Sykes
Eight Ways to Motivate Part Time Employees by Ed Sykes ©2004 In most cases, part-time employees present a special challenge when it comes to motivation. They do the “grunt” work, have little career choices, are often focused on other goals outside...
|
|
|
|
|
|
|
|
|
|
