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Collections is the process of completing the sale, according to Abe WalkingBear Sanchez. As the endorsed Credit Consultant to the 4,500 combined members of STAFDA and PEI trade organizations, he advises companies to make collection calls using a positive, sales-oriented approach. Adopt a relationship-building mindset prior to making a call to collect on past due balances. Focus on uncovering customer needs, addressing concerns, proposing solutions, fixing problems, and continuing to promote your company as a valued resource to customers - especially those with potential for repeat business.
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