“If only my customers would pay on time”, is the compliant of too many business owners. This one-day workshop explores the art of successfully negotiating payment terms, minimising the risk of late payment and bad debts and making the most of one of your most precious assets: cash.

This workshop takes you through a step-by-step process for planning, preparing and conducting presale customer reviews and credit analysis. It introduces effective collection techniques including practical and legal remedies plus the importance of negotiating and relationship building with the relevant people. The day also addresses managing your demands for cash by the use of alternative forms of finance such as invoice discounting, factoring and leasing.

OBJECTIVES On completion of this course you will be able to:

• Understand the best terms and conditions of sale for your business
• Make best use of credit reference agency reports
• Understand accounts from Companies House and other returns
• Calculate useful financial ratios
• Improve your positive cash flow

CONTENT

• First impressions
• Building a rapport and actively engaging others in constructive dialogue
• The importance of listening
• Handling evasive or difficult customers
• Ten principals of negotiation
• Managing conflict
• Overcoming objections
• Closing techniques
• Sell on your terms and conditions
• Analysis of Companies House accounts
• Interpretation of credit reference agency reports
• Calculation of financial ratios
• Using your voice effectively to give the right message

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