How to manage the payment, don't give the customer a "handle"?
Almost everyone knows the story of "Modern Yang Bailao". This kind of thing is very common in life. I remember a sketch by the famous actor Huang Hong, which tells the story of a modern version of Yang Bailao. It is said that "more lice don't itch, more debts don't worry", Yang Bailao thought to himself: Anyway, I have the money, whether I give it to you or not depends on my mood and how you perform. The appearance of a pair of dead mouse feels no cold, Huang Shiren, who came to collect debts, ignored him, forcing Huang's "owner" to be helpless, kneeling on the ground and begging Yang Bailao to pay back the money. The characters in the sketch make people laugh, but after laughing, we have to face Yang Bailao in reality. This kind of "Yang Bailao" in reality really makes people want to cry.
under the condition that the legal system of market economy in modern society is still not perfect, the lack of customer credit, coupled with the negligence in the management of customer accounts, has led to a common phenomenon in modern Yang Bailao-it is the uncle who owes money. In this kind of person's mind, the money owed to others has become a handle for threatening others, and it has become a weight for bargaining and competing with each other. So that in the end, the debt evolved into a tool for them to negotiate with each other. Want your money back? Then do things according to my meaning, otherwise ... Think about it, if the enterprise is "reduced" to the point of "Huang Shiren" in business, there is no way out, and it will not "die an ugly death"? In essence, when we sell products on credit with customers, it is actually equivalent to lending them money. If we can get the money back in time after that, it is equivalent to taking back the customer's loan. On the other hand, if we neglect the credit management of customers in the process of sales, we can't improve the payment, and we can't get the money back, and let the money that should belong to us be profitable in other people's hands, it is actually helping the other party to increase the capital that competes with you. In the end, we will raise a tiger, "lose our wife and lose our soldiers" and push us step by step into the old road of modern "Huang Shiren", which is very likely to be like Huang Shiren.
"Lei Gong beat tofu, only picking the soft ones." This is an old saying circulating in China. If a salesperson puts too many goods in the hands of a customer and fails to collect the money, it will be like letting his "soft spot" be in the hands of the customer. He will take this as your soft spot and lead you by the nose, and then you will be forced to compromise. Because of your weakness and compromise, it has increased the ambition of customers to do whatever they want. Even if you occasionally summon up the courage to argue with customers, after all, the payment is in their hands, and they will threaten you with it, giving you a "hold the emperor to make the princes", and the result is either to stop ordering or to stop paying back the money. In the end, you are obedient and obedient to their arrangement.
Therefore, as a salesperson, we must maintain a correct mentality, strengthen our confidence in collecting money, and do a good job in collecting money. You know, collecting money is a "skill", but also a psychological contest. If the salesman has a psychological fear of difficulties and has not made a payment yet, he has backed out and thinks it is not good to make a payment. In this way, even if the customer intends to pay, he will not receive the payment because the salesperson is not determined. When urging the payment for goods, if you can be confident, correct "posture", confident and assertive, you can often win by surprise and recover the debts that have no hope. On the contrary, it will be suppressed by the other party, and the payment that could have been recovered may not be recovered. Of course, the dunning should be rational, powerful and restrained. Don't lead to deadlock and mess up the relationship with a bad attitude, but also explain your own reasons and convince customers with sufficient reasons. As the saying goes, "Good money can't be taken indiscriminately".
as a salesperson, we should know why we are restricted by customers everywhere. In fact, as early as when we were satisfied with the continuous growth of sales, we had unconsciously slipped into the trap of customers. Finally, the more products we sell, the more money will be withheld from customers, and the more money will be accumulated, the more firmly customers will hold our "handle", and the easier it will be for us to be restricted by customers.
Wang Fang is a salesman of a limited liability company, who is mainly responsible for the sales of major supermarkets in Tianjin. Among them, there is a supermarket chain. At first, the two sides have been trading in the form of first payment and then goods. The sales of the company's products are good, and the payment is also very fast. After half a year's cooperation, Wu Ping, the purchasing manager of the supermarket chain, proposed to change the payment method. He suggested that the goods should be shipped first, and then the payment should be made after the goods arrived. Considering that the supermarket chain is a big customer and the two sides will have long-term cooperation in the future, Wang Fang applied to the company and agreed to Wu Ping's request.
however, what Wang Fang didn't expect was that once the goods were sent out, the other party didn't act as agreed. When the payment is due, the other party will either say that the bill has not been received or that it is being arranged. Anyway, it is just a word-delay. At first, Wang Fang felt that the other party was an old customer, so wait a minute. As a result, it doesn't matter if you wait. Every time you pay back, you send countless statements, and the financial department makes countless phone calls. Finally, you have to send another batch of goods first, so the supermarket chain reluctantly pays back the money.
The other party owes more and more money, and its attitude is becoming more and more bullish. Wu Ping, the purchasing manager, once called and said, "This is our policy now. If we want to do it, we will terminate the cooperation, and the arrears will be paid back slowly!" Say it's slowly, who knows it can be settled in a year or two? This situation really should be the sentence, "owing money is the uncle, and asking for the account is the grandson."
That's not enough. They actually asked Wang Fang to sign a breach of contract compensation agreement for delayed delivery to ensure timely delivery. Wang Fang almost exploded with anger at that time, thinking: I have never encountered such a thing after doing sales for so many years. Later, through communication between the two parties, the signing of the agreement was finally cancelled, but the other party asked Wang Fang to increase the rebate of the payment. No way, the payment is still in the hands of the other party, and it has to be in accordance with the requirements of the other party.
Previously, Wang Fang also heard that this supermarket had a bad reputation and took precautions. But for a moment, I fell into the trap they designed and was trapped inside. Wang Fang also thought about stopping the supply for them, but the other party also has a way to cure you: if you don't ship, I won't pay. In the end, Wang Fang had to submit. Although the goods were delivered, the money was returned little by little, and various unreasonable demands were made from time to time when the money was returned.
Up to now, the goods in this supermarket chain are more and more pressed, and the money is more and more owed, and the benefits are more and more. Wang Fang was tortured by them, and the payment task could not be completed, and the commission bonus was rarely obtained.
With the increasingly fierce market competition, it is not easy to occupy a place in the market, and it is even more difficult to become an excellent salesperson. In order to reduce production costs, enterprises must constantly update their products and enhance their competitiveness. The enterprise's thirst for repayment and capital is like a baby waiting to be fed; In order to improve their own value and increase their income, salespeople also need money back to provide guarantee. At first, I wanted to rely on the growth of product sales to make myself earn more, but who would have thought that customers would come over and take advantage of the buyer's market and rely on the payment to gain benefits.
the vicious circle of the market where it is difficult to get back the money has made many enterprises and salespeople in a difficult situation, which, in addition, has made it even more difficult for enterprises and salespeople to walk. So that in order to increase market share, salespeople blindly pursue the increase of sales and neglect the work of payment collection. As everyone knows, customers are already waiting for you to drill into this "condom". Maybe you end up occupying a lot of market share, maybe you get huge sales, but what can this represent? No matter how big your market share is, or how fast your sales increase, in fact, the money you need most has not been recovered at all, which means that your sales performance has not brought any benefits to the enterprise. Not only that, customers also use the money they have in their hands to ask for benefits, and your large amount of money is still in the hands of others. How can you not agree to the customer's requirements? As a result, if you can't stop, the faster the sales increase, the greater the sales volume, and the more the enterprise loses, the greater the loss.
we regard our customers as the biggest source of both wealth and risk. While creating sources of wealth, we must pay attention to avoiding risks. Of course, it is gratifying to open up big business and win big orders, but we should also pay attention to the measurement and control of risks while creating performance. It is worth noting that when contacting customers, don't just think about how to win the order, but also see if they have the ability to pay back the money, so as to prevent the delay and avoid bad debts.
"No one is as good as a thousand days, and flowers are as red as a hundred days". Sometimes, there will be a vicious circle for big customers, which has become a pain in the hearts of salespeople. In this case, it is wise to "make a quick decision", abandon the traditional mentality of "compassion" and "static braking", and quickly adopt an "immediate" method to protect your creditor's rights and interests from being infringed or less.
"Customers are not tigers. If they are, you probably raised them yourself." I remember this is what a marketing expert said. If we carry out the consciousness of paying attention to payment in the process of distributing goods in the early stage, manage our customers and our payment well, and don't take the initiative to give people a "handle", but firmly hold the rope holding the "bull's nose" in our own hands. Only in this way can we really protect the interests of ourselves and enterprises.