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[marketing monograph] top ten skills and standard script of industrial products' withdrawal

Click times: 2240 release time: October 11, 2018 11:08:10
In many industrial products enterprises have encountered the pressure of accounts receivable, the timely return of receivables is also an important indicator for enterprises to assess sales personnel. In the actual work, the sales staff will inevitably encounter customers with bad reputation and delayed payment.



In order to default on payment, they often pick bones in eggs and deliberately find fault. In the face of these customers, how can we recover the payment in time? The following is a brief introduction to the top ten tips and standard scripts for collection:



Skill 1. The art of war



Both citizens and economic organizations inevitably form special interpersonal relationship, which makes the "human nature" factor infiltrated into the debt. Positive factors can make debt fulfillment easy. The core of "hiding a knife in a smile" is to obtain the repayment purpose of the other party through the emotional communication with the other party and using the established friendship.



The following four points should be paid attention to in the practical application of "xiaolicangdao":



1. Both parties should make friendly agreement on the basis of equality. Although the other side takes the initiative, we don't have to feel inferior. It's natural and proper to ask the other party to repay the debt.



2. Both sides find common ground and resonance area, and establish friendship and emotion of both sides through communication and communication. Since each other has become a friend, the other party should not be in the repayment dilemma.



3. Emphasize the difficulties encountered by our side and gain sympathy from the other side. Let the other party know the pressure and embarrassment you are facing.



In order to attract each other's personality, such as the performance of their own personality.



Skill 2. The art of forcing money from the sky



The strategy of "hiding the truth from the sea" lies in taking advantage of the other party's human weakness, deliberately arousing the other party's various desires, and using the fictitious future as bait to obtain the result of making the other party repay.



We should pay attention to the following three points in the application of the strategy of "concealing the sky and crossing the sea":



1. Use interests to induce customers. For example: if your company can clear the payment for goods in these two months, you can get a 2% rebate at the end of the year.



2. Find the customer's weakness and throw bait to the customer. For example, your company has encountered the biggest problem of aging products. If your company can clear the current arrears, our technical personnel will coordinate with your company to develop new products.



3. "Concealment" is the means and crossing the sea is the purpose. By drawing a beautiful picture to the customer, let the customer "be willing to hook" all the assumptions in front have only one purpose, and the other party will pay off the debt.



Skill 3. Fishing in troubled waters and urging money



The strategy of "fishing in troubled waters" consciously creates a crisis for the other party, so that the other party can clearly realize that if no repayment is made, the crisis of the other party will be further intensified. Make the other party aware of the loss that non repayment will bring. The core points of "fishing in troubled waters" are as follows:

To disturb one's mind is to take advantage of the situation.

2. Lose no time to give the other side a fatal blow in order to win in chaos.



Skill 4: attack the heart for the first time



Customers' delay in payment is often with the mentality of "delaying one day is a day", which may not be lack of repayment ability. If we can grasp the customer's real psychology, be reasonable, move with emotion, touch him from the customer's heart, let the other party deeply understand your difficulties, and smoothly ask for the payment without hurting the feelings of both parties, this is the essence of the strategy of "attacking the heart for the best".



In practical use, the following three points should be grasped:

1. Find out the lifeblood of the other party and touch the pain of the other party; let the other party take the initiative to pay.

2. Let the other party have the illusion and defeat the enemy with one move.

3. Make use of the other party's psychological weakness to force the other party to give in.



Skill 5: Li Dai taojian's art of urging money



C. once the other company goes bankrupt, it can effectively recover the losses of the company. Let the other party to provide third-party guarantee must have fixed assets and economic strength. If the other party loses the repayment ability, it can claim compensation from a third party.



When signing the fixed assets mortgage agreement with the other party, the following points should be noted:



Carefully examine whether the mortgaged property belongs to the owner.

2. At the same time, investigate whether the collateral has been mortgaged to other people to ensure that we have the priority of compensation.

3. The signed mortgage clause should be notarized to ensure its validity.

4. The collateral is realizable finance. Real estate includes real estate.


Skill 6: kill two birds with one stone



The strategy of "killing two birds with one stone" is to help the other party solve the actual problems actively when the other party encounters the shortage of funds caused by the poor sales of products or excessive receivables from the outside, so as to repay the other party's debt by digesting the inventory or helping the other party recover the debt. The key of this strategy is "one arrow" and select the best entry point to achieve the "double carving" effect of both recovering the debt and establishing long-term cooperative relationship with the debtor.



The strategy of "killing two birds with one stone" should pay attention to the following three points:



1. Help the other party to analyze the reasons for fund shortage, and then formulate corresponding strategies accordingly.

2. Help the other party to relieve the pressure of excessive inventory or receivables. Through effective inventory and accounts receivable management to improve the utilization of funds.

3. Help the other party to implement the product sales and receivables collection plan.



Skill 7. The art of war of making a long and close attack and urging money



The application of the strategy is aimed at those customers who fall into the triangle debt trap, because the other party's payment is not recovered in time, resulting in the shortage of funds. In view of this situation, we offer to help the other party collect payment to repay the other party's arrears.



The core point of making a long-distance and close attack is to realize the transfer of creditor's rights. The creditor's rights of the customers in arrears shall be converted into the creditor's rights of our party, so as to repay our payment for goods. In the implementation of "long-distance communication and close attack", we should try our best to convert the debts of different places into the debts of the same place, so as to facilitate the settlement.



In practice, we should pay attention to the following three points:

1. The transfer of creditor's rights should go through the necessary legal procedures, and finally be notarized.

2. The transferred creditor's rights should be basically equivalent to the debts owed to us. At least not less than the debt owed to us.

3. The difficulty and possibility of subrogation should be considered at the same time. To measure whether the difficulties existing in the process of subrogation collection can be resolved.



Skill 8, the art of art of the best of both worlds



The brilliant strategy of "the best of both worlds" lies in that it can help the other party solve the major difficulties encountered at present, and can effectively recover the loan owed. For example, when the other party does encounter economic pressure due to poor management, we can help the other party to improve the management ability and get out of the current predicament.



In practice, we should pay attention to the following three points:



1. Both parties should be specific and clear in reaching the repayment agreement, and take the initiative in the actual operation.

2. To be operable, we should have the ability to help the other party out of the temporary predicament.

3. It is not easy for the other party to repay the loan for a long time, and it can not pay too high cost for the recovery of the loan.



Skill 9. The art of war to urge money


"Targeted" strategy is to seize the other party's weakness to threaten the other party, since you do not let me feel better, you do not want peace. "Targeted" strategy is based on the full understanding of the other party, choose the most favorable opportunity to urge the other party.



In practice, we should grasp the following three points:



1. Choose the best time to urge payment. For example, when the other party is negotiating with important customers, it is time to urge payment from the other party. Let the other party understand that if he loses credibility, he will also lose the opportunity to cooperate with important customers.

2. Find out the weakness of the other party. For example, the competent department of the other party, the relevant government part, let the other party understand: if he does not repay, he will encounter greater trouble.

3. Play the signboard of the other party who is most afraid of others, and use force to suppress others. Suggest that you have a special relationship with the person he is most afraid of. If he doesn't pay back, he will offend the person he fears.



Skill 10. The art of forcing money



When encountering "Lao Lai", it is difficult to achieve results by using various Dunning techniques, so we have to use this move. The application of "bitter meat strategy" is to put yourself in a situation where there is no way out, and let the other party realize the pressure that you can't stop without purpose.



The following points should be mastered in the use of bitter meat meter:



1. Let the other party deeply understand your miserable situation, and tell the other party that your current measures are the worst. It's the result of forcing you. You've prepared for the worst.



2. At the same time of self punishment, it also makes the other party realize the adverse results brought by not paying debts. Let the other party feel that if they don't pay back, it's not good for him.



3. Let go of love and have the courage to let go. Now that you have planned for the worst, don't worry about it. If it's really not possible, we should take judicial measures to solve the problem.

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