As a scholar, Mr. Ma, in the experience of selling his work, is deeply difficult to collect money. With savvy and alertness, he rushed through the frequent recruitment of dealers. He not only made the payback rate reach 99%, but also realized the number of "collections". î ‹
Because the current commercial credit is generally not high, the risk of the enterprise is caused by the customer not being able to return the money in time after the sale of the goods. The return of goods and funds has become a "difficult problem" that plagues the normal operation of the enterprise. Based on past experience and experience, the author proposes the following 12 countermeasures for reference.
1. For new customers or old customers who are not sure, whether it is consignment or credit sales, the amount of the transaction should not be too large. I would rather run a few more roads, add more accounts, and grind a few times, and I can't figure out how to save trouble. I will hand over a large amount of goods to the other party for sales or credit sales. It is important to know that the more you owe the debt, the more difficult it is to recover.
Many sales people have this experience: some new customers, when they open their mouths, need to purchase a large amount of goods, and do not ask for quality, do not ask the price, do not mention any additional conditions, and all the requirements put forward by the seller are full, such customer risk Big.
Second, the risk of returning goods and funds is sometimes caused by sales personnel. Some salesmen are afraid that the products will not be sold (especially in the market where the products are weak). Therefore, in the case of unsure of the customer's credit status, the agency sales or credit sales method will be adopted, resulting in significant losses to the company.
In order to avoid this situation, the “sales and purchase system†can be implemented between the enterprise and the sales personnel, that is, the enterprise collects the payment from the sales personnel according to the 100% returning standard, and the customer’s payment is handled by the salesperson. The risk responsibility for goods and money is implemented on the sales staff, and the sales staff will think twice before offering to customers with certain risks. Once the goods and funds cannot be recycled, they will do everything possible to recover them, otherwise they will directly damage their own economic interests. This is a way to mobilize the sales staff's sense of responsibility and work enthusiasm, and it is more effective and simpler than the supervisory supervision of the superior supervisors.
Third, some sales personnel will show some degree of cowardice in the dunning. A very important issue here is that there must be a firm belief.
When a person collects the payment, if he can be confident and has a good opinion, he can often win the battle and recover the arrears that he has no hope. On the contrary, the other party will take the nose and the money that could have been recovered may not be recovered. Therefore, the mental state of the dunning officer is very important.
Some of the paying staff think that the collection is too tight and the other party will be unpleasant, affecting future transactions. If you think so, you will not only receive the money forever, but you will not be able to keep the future transactions. The more money the customer owes, the more difficult it is to pay, and the easier it is to turn to another party (third party) to buy, the less you can stabilize the customer, so it is best to step up the collection.
Fourth, in order to prevent customers from defaulting on the payment of goods, it is necessary to clarify the terms of the transaction at the time of the transaction, especially for the date of collection without any flexibility. For example, some consignment contracts or receipts say “payment after saleâ€, as long as the customer still has one item not sold out, he can justily pay the purchase price; some contracts or receipts say “after October†Payments, such regulations are also easy to rip in the future.
In addition, the terms of the transaction cannot be verbally agreed by the parties, and must be in written form (contract, contract, receipt, etc.) and stamped with the contractual seal of the client unit. Some customers only cover the personal seal of the person in the contract or receipt. When they check out after a few months or six months, the other party may say that the person has already left, and the contract he signed cannot represent our unit; Even said that our unit does not have this person at all. If the stamp is a special contract for the unit, the opponent cannot evade or deny it regardless of whether the person is present or not.
5. After the transaction is reached, it is necessary to constantly observe the customer's operating conditions and promptly detect the change. If the customer changes abnormally, there will be some signs in advance, such as a sudden decrease in the purchase amount, processing of the inventory goods that are not slow-moving, delay in payment, sudden increase in the resignation of the customer's employee, and the boss's intervention in the unrelated business or the whole The sky sinks into the sound. Some changes in the external environment should also be detected in time. For example, the words “demolition†were written in red paint on the house near the customer, indicating that the customer store will close the house in the near future. If you find these situations, you should check out immediately to prevent customers from knowing where to go.
6. For customers who do not pay for the purchase price, if they only go to the collection date specified in the contract, under normal circumstances, they will not receive the payment, and must collect it beforehand.
When you pick up the door beforehand, you must confirm the amount owed by the other party, and tell him that he will come on time on the next day of collection, and ask him to prepare these funds in advance. In doing so, it must be much more effective than the day of collection.
If there are too many customers and the distance is far away, you can collect the amount in advance by phone, confirm the amount owed by the other party, and inform the exact time before the date of receipt. Or mail the dunning note to the other party, ask him to sign it and then send it back.
Seventh, to the collection date specified in the contract, the time to go to the door must be early, this is a trick to collect money. Otherwise, the customer sometimes bites back and says that I have waited for you for a long time, you have not come, I have to do other things that are more important, and you have nothing to say.
When you are collecting money at the door, don't see the customer leaving the customer. You must explain the intention and wait for it. This is a very effective way of collecting money. Because the client does not want his guests to see the creditor go to the door, doing so will mess up his other business, or have no face in front of friends and family. In this case, as long as you don't owe much, you will usually repay the loan quickly and send you a message.
When the payee waits by the side, he can also listen to the content of the customer's conversation with his guests, and observe the internal situation of the other party. You can also find an opportunity to know the current situation of the other party from the other party's employees. Maybe you will gain something.
Eight, for customers with poor payment, do not have to chill with him for too long, should tell him directly that the purpose of your visit is to collect money. If the payee is swallowed up and shy, it will make the other person mentally active and prepare for how to deal with your thoughts in time.
Generally speaking, customers who owe money also know that this should not be the case. They feel guilty about debts and find various reasons to request extension of repayment. At the beginning, it was taken for granted that the deferred repayment was taken for granted. After the customer settled the payment, it is better not to contact him.
Nine, if the customer starts to please you, or ask you to wait a moment, he will go to somewhere to withdraw money to pay you back (the other party said to go somewhere to withdraw money, the money is not eight, nine can not get back, and The other party will have a "fuller" reason, and the mouthful of "do not brick", at this time, must be exposed to the other side of the "trick", according to the specific circumstances at the time, take substantial measures to force their repayment.
X. If you only receive a part of the payment, you must correct it immediately when there is any discrepancy with the agreement, instead of waiting for the other party to explain.
In addition, pay attention to talking about new business after the payment is completed. In this way, the business will be relatively smooth.
11. If you are lucky, when you have unexpectedly received a lot of payment from a customer with poor payment, you should leave early to avoid feeling distressed and tell him that the XX product is now in good condition. Opportunity, in a few days, it will increase the price by a few yuan. Please make a decision quickly so as not to lose the opportunity, etc., but also tell him the time and method of contact with him. After thanking him again, he will leave immediately.
12. If, after many times of urging, the other party is still dragging and pulling and refuses to repay, it must show considerable entanglement, or when it is detected that the other party has cash on hand, or when the other party’s account just makes a payment, Just rushed and got caught.
When the above-mentioned series of soft-hardening efforts are not effective, only the latter two "killers" are used: one is to drag the goods back (if not already sold), and the other is to request the court to enforce.
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