It is an indisputable fact that it is difficult to rush. Because of difficulties, many salespeople look at their customers with flattering eyes and beg for their understanding and support. When they speak, they are shy and shy, as if it is not the debtor but themselves who are in trouble. Let customers feel "easy to bully", thus deliberately making things difficult or refusing to pay.
If you want to be a grandson, you must straighten yourself out. Therefore, when you see the debtor's first sentence, you should establish your dominant mentality. It is usually emphasized that I supported you and paid a certain price. For example, "Your brother did business without money. It took me a long time to convince the finance department! " " ; " Oh, it's a waste of time for me to ask my boss to give you credit! "Especially for customers with poor payment, you don't need to greet him for too long when you meet. You should tell him directly before he shows you his advantages or complaints. The purpose of your coming is not to ask him to buy the goods himself, but to ask him to pay a sum of money himself to come here specially. Let the debtor get rid of any idea of procrastination, shirking, shirking and hiding. Don't give the other party any chance to take the initiative, and prepare yourself in time for how to deal with you.
Some payees think that too tight collection will make the other party unhappy and affect the future relationship. If you think so, not only will you never receive the arrears, but you will also lose your future cooperation. The more money a customer owes, the more difficult it is to pay, the easier it is to turn to other companies to purchase goods, and the less stable you are to this customer, so stepping up collection is the best policy.
2. Assess the risk level of arrears.
According to the scheduled recovery time and recovery possibility of arrears, payment for goods can be divided into unpaid, dunning, quasi-bad debts, bad debts and dormant accounts. For different types of payments, different collection methods are adopted and the collection intensity is different.
3. Make a comprehensive debt collection plan.
According to the length of the payment cycle, the amount and type of payment, the customer's credibility, personal situation, financial strength, distance from the company and other factors, make a priority payment plan, or make preparations for "military" or "literary" collection. "Wu" receives goods, goes to court, or collects them in the most annoying way. "Wen" collection is to do the work, help him collect the money owed to him by the farmers below him, or give him a promotion. Deciding whether to accept the standard of "martial arts" or "literature and art" mainly depends on whether he cooperates with the company in a friendly way. For those dealers who have bad intentions and deliberately breach the contract, they can only be "managed by the military."
According to the enthusiasm of the debtor, we should grasp the time.
For customers who are not ready, be sure to go at the appointed time and try to make the door-to-door time earlier, otherwise customers will sometimes bite back and say, "I waited for you for a long time, but you didn't come." I have to do other more important things. " You have nothing to say. For customers who are not simply paying debts, they must wait in advance, or call him first to prepare and urge him to implement it. This is definitely much more effective than asking for money on the day of debt collection. When the other party promises to pay off the debt, he can set up a credit card in the bank, tell him the card number, and let him deposit money in the bank according to the card number, so there is no need to collect tolls. If the other party keeps saying that there is no money, you should try to insert an insider. When you find that the other party has cash on hand or a sum of money has just entered the other party's account, you should go at once and catch it red-handed.
You also learn when to call the dealer to remind you. It is easier for the debtor to cooperate with you by calling when he is in the best mood. For example, it is best to call in the afternoon at 15:30, because they are usually busy with business in the morning and are generally in a good mood when counting money in the afternoon. Reminders are easily accepted at this time. You must avoid making phone calls when people are eating. Lunch time is about 165438+ 0:45 am to 65438+ 04:00 pm. General dealers entertain guests at noon, have a drink, or take a lunch break, plus they need to sober up after lunch break, so it is best to call at 3: 30.
In addition, after the dealer buys the feed, it is estimated that after he sells it to 80%, it is the best time for him to repay the arrears. At this time, you have money. As long as you are firm, he will pay back part of it considering that the company has a good face when purchasing. Finally, at the end of the month, some dealers consider that when the company issues monthly bonuses, everyone will be happy, and he will also pay off some debts.