There are skills in chasing money at the end of the year-look at the sales of air compressors

There are skills in chasing money at the end of the year-look at the sales of air compressors

At the end of the year again, I believe that most of the sales staff of air compressors have been chasing money recently, right? At the end of the year, the boss did not agree with the rest of the money, and he was not happy.

If the customer doesn’t answer the phone, the door isn’t there, even if he does, he will use various reasons to prevaricate and move you with friendship, saying that you have to trust me and I will remit the money, or if you come by accident, the money has just been transferred away. Now, for various reasons, the salesman who is collecting the money will collapse, the boss urges him, and the churros from old customers, what can I do?

　　 This can be started from two aspects: one is "defense" and the other is "chasing."

　　 Let me talk about prevention first, as long as you can do the following, you don’t have to be afraid of bringing the remaining money to celebrate the New Year.

　　 1. Maintain a good relationship with customers: When the relationship is good, naturally you won't be able to drag you money often, but remember that maintaining a good relationship is not only with one of the customers, but with the entire group of customers.

　　2. Guarantee your own credibility: With good quality assurance, supply assurance, quality and quantity, such a good supplier, customers are not too embarrassed to owe you money.

　　3. Follow up in time, communicate in time, don't leave the person alone when you sign the order, the customer sees you follow up so actively, the payment is naturally much easier.

　　4. Only cooperate with reputable companies, such as government agencies, etc. Generally, reputable corporate organizations care about their image, and they will not do things that damage their image such as arrears and defaults.

　　 If the above 4 points are not done well, or if the other party is still dragging the money, don’t be afraid. Here are a few tricks, as long as you insist on doing it, the payment will not be a problem.

　　 Before we talk about the tricks, we must first understand the reasons why customers owe money:

　　 It’s not convenient today, so I don’t meet

　　 has not been approved yet, drag

　　The check has been sent out, please pay to the bank

　　 The outer money is not in place yet, push it to a third party

　　 Incomplete bills, rebound the problem to sales

Regardless of the reasons mentioned above, in fact, if you want to recover the balance of the payment, you must understand that the most important thing is to prescribe the right medicine and perseverance. From the customer's operating status: including the purchase cycle and the check-out cycle, strive to be the first person to arrive when the customer's funds arrive. If you understand the customer's status, you can try these tips.

　　1, wrap around

Be sure to find the decision-maker of the other party. The other party’s subordinates will not be effective for your repayment. More people are looking for the person who signs; for "grinding" customers, you must constantly ask questions, which requires more patience. Pinch the other party, understand the reason, explain your own difficulties, let the other party understand yourself, and wrap up the payment.

　　2, sticky

　　 Do not easily agree to the requirements of customers, and ask for repayment commitments at any time to debtors with looseness. When sticking, you can use high frequency, small amount, and get the amount first.

　　3, Qin

The frequency of reminders must be high; just like the little adage "Crying children have milk to eat", when the reminder is tight, the debtor's negotiations can be approached one after another, and the customer's request is not easily agreed to, and the right is loose. If you want to reach a repayment commitment in time, the frequency of reminders must be high, and you must get a small amount if you can't get a large amount.

　　 Come to the door earlier. On the day of the remittance, I will come to the door to wait earlier. It is always better than the customer to say that I have waited for you for so long and you will not come. If I transfer the money to the one who came earlier than you, then there is nothing to say. I also suggest that everyone learn to look at human nature when doing projects. Some people can be trusted, and some people are very nonsense.

　　 4. Force

　　 Direct pressure on customers’ weaknesses is more demanding on the dunning person; at the same time, attention should be paid to appropriately raising the pressure level and using the superior relationship to ask them to repay themselves as soon as possible.

　　5, fast

　　 React quickly to unexpected things. This requires the dunning person to have the signal to deal with the accident at any time in his mind, especially when he encounters customers who may slip away.

　　 If these tricks do not work well, you can also try the "red and white face" strategy, which is simply:

　　 sing red face first: make concessions on less important issues;

　　 went on to sing white face: Opposing on important issues.

　　 In this way, customers will naturally prefer a salesperson who sings red faces, and customers are more willing to solve and accept the problems and suggestions he puts forward (mainly white faces are strong, red faces are kind, customers are better to talk to red faces).

Asking for money is not easy. When asking for money, try to ask for money in good faith and patiently. Don't be a pure debt collector. Everyone is a businessman. It is still necessary to treat people with sincerity. Finally, I sincerely hope that everyone will not encounter tangled pursuits. I wish you all go home as soon as possible for a fat year!