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Using a Customer's Uncertainty as a Collection Tool
Consider using uncertainty to your advantage. If you simply tell the debtor their account is on hold and will remain on hold until payment is received, there is very little to discuss. On the other hand, if you indicate that early in the conversation that a decision about whether the orders must go on credit hold depends primarily on the outcome of that call.
More specifically, if you say that the ultimate decision about the status of the account will be based on the outcome of that discussion, and the better the commitment the customer is able to make, the more likely it is that the discussion will end in a mutually advantageous outcome….a win-win scenario.
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