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Dec 08

Digital Currency: Will B2B Warm Up?

Clearly, when it comes to digital assets, the gap is closing in business to consumer deals. Just do an Internet search like, “businesses that accept bitcoin” and you’ll see an ever-expanding list of businesses operating in the crypto-currency world. This leads many credit professionals to wonder: could Bitcoin and other crypto-currencies become the norm in …

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Nov 02

From 5 Stars to 1… In One Phone Call

It happens all the time: A good customer with a consistently great experience with a company is suddenly turned off by one negative encounter. The cost can be high. A colleague of mine gave an example that recently happened to her company. She’d contracted with “Company A” several years ago. Their partnership had been a …

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Oct 19

Don’t Block Communication With These Mistakes

  Effective communication is an ancient challenge. Relationships of all kinds meet their end over faulty attempts at verbal connection. Most of us respond to failed communication with blame shifting: If a relationship fails, someone else must have lead to its demise. That’s a natural response and a reasonable attempt at self-preservation. But it just …

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Oct 05

7 Strategies Successful Collectors Use

To find success as a commercial debt collector, one must master two things: the data & details of each case AND his or her own personality in customer interactions. When it comes to the data & details, every commercial collector knows how complex a customer’s circumstances can be. Every detail between creditor/vendor and the debtor/buyer …

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Sep 21

Commercial Collections: Ask the RIGHT Question!

In every collection call, the collector needs to remain in charge. As a professional collector, you must lead the way toward a resolution. To maintain control and drive the conversation in the direction you need it to go, you must ask questions that pave the way to payment in full. A question like, “When will …

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