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A series of seminars aimed at tackling the late payment culture within
businesses by using psychology to help improve rates of collection has been
launched by The Institute of Credit Management (ICM).
The "Psychology of Collection" seminars aim to build the relevant skill-sets
amongst delegates to maximise collections by creating an instant rapport with
the debtor, regardless of resistance, and assess the best way of handling
awkward people and situations.
In particular, each seminar looks at understanding and stopping the
psychological games that people play, and reading and using the subconscious
signals that are often given out.
Philip King, Director General of the ICM, explained: “The secret of successful
collections lies in understanding and controlling the dynamics of human
interaction, including guiding conversations and situations to achieve results.
"Our training seminars are designed to leave delegates not just with the
knowledge of what needs to be done, but also the skills to do it.”
The seminars will be held in Birmingham (24th and 25th May) and London (4th and
5th July) and are open to ICM members and non-members alike.
For details contact the ICM Training team on 01780 722907.
Source:
Credit
Control Journal
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