If a salesperson wants to do a good job in sales collection from both sides, he must have the ability to observe and understand, so that he can achieve the state of knowing himself and his opponent and being invincible in every battle, and make sales collection more secure. According to the explanation in Sun Tzu's art of war marching chapter, it is said that "if the trees move, they will ride; if the grass has many obstacles, they will doubt; if the birds rise, they will fall." In the sales work, i.e. in the sales process of customers, they should be able to observe and understand each other's behavior, be good at "opposing each other", pay attention to observation, carefully analyze each other's behavior, and make analysis and judgment, so as not to be confused by false images. In the actual payment collection work, the sales staff can timely and accurately understand, handle and feed back various situations in the sales payment collection work by looking (observation), hearing (listening), asking (inquiry), cutting (analysis) and other methods after there are many reasons why it is difficult to collect money, sales personnel need to "suit the remedy to the case" and seek strategies to solve the problem. In the actual market operation, the following strategies are helpful to solve the problem 1. Improve product sales. In order to maximize the sales of products and form a virtuous circle of supply, sales and payment collection, sales personnel must combine with enterprises to improve the sales force of products. Specifically reflected in: first, formulate a reasonable product promotion strategy, make their own products have unique interests and "selling appearance", and form influence in the sales terminals and distribution channels. Second, the price and promotion policies should be matched with the channels and terminals, and there should be no conflict, which will lead to disorderly prices in sales, and eventually disputes, and continuous fleeing of goods, which will affect the confidence of customers and make it difficult to settle accounts. Third, promotion should be systematic and long-term, so as to continuously promote sales and consumption terminals. Advertising is to let consumers know the products, public relations is to let consumers like the products, and promotion is to let consumers "love" the products. Through promotion, the combination of the push and pull forces of the products can be realized, so as to better realize the "thrilling leap from commodities to currency" of the products, and lay a foundation for smoother settlement. Case: as long as the sales volume is good, the customer is also "heartbeat". Xiao Wei is the regional manager of R brand laundry n city. When negotiating with a household appliance chain GM store, he was made difficult by the store management because of the small entrance fee, and was given the worst sampling position. However, Xiao Wei is confident that his products have a strong influence in the local area. He has an advantageous sales team and is afraid that the products will not be sold. Sure enough, the sales volume of R washing machine on the opening day ranked second in the whole market. Since then, the position of R washing machine in the minds of the store managers has risen sharply, and the sales personnel of R washing machine will no longer be difficult for no reason. Due to the large sales volume of R washing machine and Xiao Wei's tactfulness, even when collecting the money, as long as the bills of both parties are consistent, the money can be settled smoothly. Therefore, the strength of the product sales force determines the position of the product in the store, the importance of the store, and the speed and quantity of settlement. If the sales force of your products is not strong, you should find ways to increase the profit of each product sales unit, and at the same time, you should send more excellent shopping guides and continuous promotional activities to increase the sales volume of products. Otherwise, life will be difficult 2. Enhance sales service. Why are it difficult for sales personnel to settle accounts and collect money? Most of the time, it is because the added value or "benefits" that can be provided to the customer are too few. In this case, why should the customer settle the account to you? Therefore, sales personnel must provide valuable and meaningful sales to end customers and dealers in the sales process. The main points of operation are as follows: first, put yourself in the customer's position to design the product sales mix, instead of pushing any product to the customer for sales. Second, we should give advice to customers, tell or teach customers and their personnel how to sell, and provide them with training or communication on relevant contents. Instead of ignoring the products after they enter the store, we should provide follow-up guidance and services throughout the process. Third, we should be the economic advisor and consultant of our customers, provide good suggestions for the future development of our customers, and provide help within our capabilities. So that customers can identify with you, admire you and appreciate you from the bottom of their hearts, so as to better cooperate with sales and settle accounts smoothly 3. Build good customer relationship. A good customer relationship is a strong guarantee for the smooth settlement of the loan. At present, it is an era of communication. Through good communication between dealers and their personnel and sales or consumption terminals, we can exchange what is needed, eliminate misunderstandings, improve services, and establish strategic partnerships, not just a trading relationship. For example, dealers and their personnel should try to establish good relations with customers' bosses, finance, procurement and other relevant departments, and can win over them by offering small gifts, promotional products and other "small favors"; It can also provide value-added services by providing training for customers and their personnel; We can also deepen the emotional exchanges with customers by holding social gatherings, symposiums, and organizing tours on New Year's holidays, so as to eliminate the barriers and make it no longer difficult to collect money 4. Implement effective incentives. The most effective way to encourage customers to collect money better is to adopt the method of "material inducement" to achieve payment collection. For example, those who collect money according to the agreed time can be rewarded with a certain number of points; Or those who take the initiative to collect money within the specified time can be given more attractive prizes such as home appliances, so as to constantly arouse the "appetite" of customers and encourage them to collect money more actively 5. Cultivate the awareness of payment collection when customers pay their sales personnel, they will choose the order of payment according to the following principles: ⑴ how much is the overall sales amount of the product, because the customer does not want the product with large sales volume to be out of stock; ⑵ how much the products contribute to their own profits: mainly reflected in the price difference between purchase and sales, rebates, cost subsidies, etc; (3) maintenance degree of the relationship between the two parties: the customer has sold the products to you for one year and only met you a few times. Can he have a good relationship with you? (4) the degree of looseness and tightness of the sales personnel in the management of payment for goods: the sales personnel do not care about their own payment for goods. Can the customer care? Those customers who like to "cover the white wolf with empty hands" and "borrow the chicken to lay eggs" must be closely followed to avoid the phenomena of "covering the wolf with empty hands" and "beating the chicken with flying eggs". Therefore, sales personnel can skillfully use sales policies to motivate customers and win the attention of customers; Every time it comes to the time of collection and settlement, you must go as scheduled to form the impression in the customer's mind that "the payment of the sales personnel cannot be delayed", so that he can arrange the payment order of the company in front of his payment plan 6. Improve payment collection guarantee many salespeople find it difficult to collect payment, sometimes because their payment collection guarantee is not perfect. For example, some salespeople, in order to save trouble or trust customers too much, often don't even sign an agreement. They just print a blank note, resulting in no specific implementation standards or credentials such as time, place and form for later settlement, which brings difficulties or obstacles to the next payment collection. In view of this, at the beginning of credit sales with customers, sales personnel must improve the specific standard process of payment collection, clearly specify when and where to settle, whether it is in the customer's financial department or direct transfer, whether it is cash or cheque, etc? They shall be defined in the form of agreement to provide written or legal evidence for future payment collection 7. To form a reconciliation system, generally speaking, the following situations are likely to cause errors in the amounts receivable and payable by both manufacturers and make it difficult to collect payment, which should be paid attention to: ⑴ the product structure is multi variety and multi specification; And the payment collection period of each product is different ⑵ in case of flat adjustment, return and exchange of products ⑶ customers cannot collect payment by document (sales document or invoice); Instead, you pay back one time according to the sales volume. You issued a tax receipt of 500000 yuan, but the customer only gave you 350000 yuan, and the other 150000 yuan was transferred to the next time ⑷ other expenses, such as rebates, payment for damaged products, advertising expenses, terminal sales promotion expenses, etc., are not clear. Therefore, the sales personnel must form a regular reconciliation system with the customers, and must check the accounts with the customers every three months or half a year to properly align the business transactions and financial settlement sub accounts. On the basis of checking the details, the payment for goods shall be classified. According to the scheduled recovery time and recovery possibility, the payment for goods shall be divided into uncollected, expedited, quasi bad debts, bad debts and dead debts. Different collection efforts shall be made for different types of payment for goods. At the same time, according to the length of the payment period, the size and type of the payment amount, the complexity of the customer's payment procedures, the distance of the customer from the company and other factors, a priority payment collection plan is made, and the payment collection work is carried out step by step of course, in specific operations, there will be some "default" phenomena. In this case, when it is really difficult to settle and the amount is large, sometimes you need to use legal weapons to protect your own interests. In short, as a salesperson, in the face of the problem of payment collection, he should not complain and shrink back. Instead, he should actively face it and boldly think of some solutions and strategies. As long as the salesperson pays attention to it, it is not too difficult to solve the problem of payment collection. After all, the dealer is the owner and the sovereign party.
If a salesperson wants to do a good job in sales collection from both sides, he must have the ability to observe and understand, so that he can achieve the state of knowing himself and his opponent and being invincible in every battle, and make sales collection more secure. According to the explanation in Sun Tzu's art of war marching chapter, it is said that "if the trees move, they will ride; if the grass has many obstacles, they will doubt; if the birds rise, they will fall." In the sales work, i.e. in the sales process of customers, they should be able to observe and understand each other's behavior, be good at "opposing each other", pay attention to observation, carefully analyze each other's behavior, and make analysis and judgment, so as not to be confused by false images. In the actual payment collection work, the sales staff can timely and accurately understand, handle and feed back various situations in the sales payment collection work by looking (observation), hearing (listening), asking (inquiry), cutting (analysis) and other methods
after there are many reasons why it is difficult to collect money, sales personnel need to "suit the remedy to the case" and seek strategies to solve the problem. In the actual market operation, the following strategies are helpful to solve the problem
1. Improve product sales. In order to maximize the sales of products and form a virtuous circle of supply, sales and payment collection, sales personnel must combine with enterprises to improve the sales force of products. Specifically reflected in: first, formulate a reasonable product promotion strategy, make their own products have unique interests and "selling appearance", and form influence in the sales terminals and distribution channels. Second, the price and promotion policies should be matched with the channels and terminals, and there should be no conflict, which will lead to disorderly prices in sales, and eventually disputes, and continuous fleeing of goods, which will affect the confidence of customers and make it difficult to settle accounts. Third, promotion should be systematic and long-term, so as to continuously promote sales and consumption terminals. Advertising is to let consumers know the products, public relations is to let consumers like the products, and promotion is to let consumers "love" the products. Through promotion, the combination of the push and pull forces of the products can be realized, so as to better realize the "thrilling leap from commodities to currency" of the products, and lay a foundation for smoother settlement. Case: as long as the sales volume is good, the customer is also "heartbeat". Xiao Wei is the regional manager of R brand laundry n city. When negotiating with a household appliance chain GM store, he was made difficult by the store management because of the small entrance fee, and was given the worst sampling position. However, Xiao Wei is confident that his products have a strong influence in the local area. He has an advantageous sales team and is afraid that the products will not be sold. Sure enough, the sales volume of R washing machine on the opening day ranked second in the whole market. Since then, the position of R washing machine in the minds of the store managers has risen sharply, and the sales personnel of R washing machine will no longer be difficult for no reason. Due to the large sales volume of R washing machine and Xiao Wei's tactfulness, even when collecting the money, as long as the bills of both parties are consistent, the money can be settled smoothly. Therefore, the strength of the product sales force determines the position of the product in the store, the importance of the store, and the speed and quantity of settlement. If the sales force of your products is not strong, you should find ways to increase the profit of each product sales unit, and at the same time, you should send more excellent shopping guides and continuous promotional activities to increase the sales volume of products. Otherwise, life will be difficult
2. Enhance sales service. Why are it difficult for sales personnel to settle accounts and collect money? Most of the time, it is because the added value or "benefits" that can be provided to the customer are too few. In this case, why should the customer settle the account to you? Therefore, sales personnel must provide valuable and meaningful sales to end customers and dealers in the sales process. The main points of operation are as follows: first, put yourself in the customer's position to design the product sales mix, instead of pushing any product to the customer for sales. Second, we should give advice to customers, tell or teach customers and their personnel how to sell, and provide them with training or communication on relevant contents. Instead of ignoring the products after they enter the store, we should provide follow-up guidance and services throughout the process. Third, we should be the economic advisor and consultant of our customers, provide good suggestions for the future development of our customers, and provide help within our capabilities. So that customers can identify with you, admire you and appreciate you from the bottom of their hearts, so as to better cooperate with sales and settle accounts smoothly
3. Build good customer relationship. A good customer relationship is a strong guarantee for the smooth settlement of the loan. At present, it is an era of communication. Through good communication between dealers and their personnel and sales or consumption terminals, we can exchange what is needed, eliminate misunderstandings, improve services, and establish strategic partnerships, not just a trading relationship. For example, dealers and their personnel should try to establish good relations with customers' bosses, finance, procurement and other relevant departments, and can win over them by offering small gifts, promotional products and other "small favors"; It can also provide value-added services by providing training for customers and their personnel; We can also deepen the emotional exchanges with customers by holding social gatherings, symposiums, and organizing tours on New Year's holidays, so as to eliminate the barriers and make it no longer difficult to collect money
4. Implement effective incentives. The most effective way to encourage customers to collect money better is to adopt the method of "material inducement" to achieve payment collection. For example, those who collect money according to the agreed time can be rewarded with a certain number of points; Or those who take the initiative to collect money within the specified time can be given more attractive prizes such as home appliances, so as to constantly arouse the "appetite" of customers and encourage them to collect money more actively
5. Cultivate the awareness of payment collection when customers pay their sales personnel, they will choose the order of payment according to the following principles: ⑴ how much is the overall sales amount of the product, because the customer does not want the product with large sales volume to be out of stock; ⑵ how much the products contribute to their own profits: mainly reflected in the price difference between purchase and sales, rebates, cost subsidies, etc; (3) maintenance degree of the relationship between the two parties: the customer has sold the products to you for one year and only met you a few times. Can he have a good relationship with you? (4) the degree of looseness and tightness of the sales personnel in the management of payment for goods: the sales personnel do not care about their own payment for goods. Can the customer care? Those customers who like to "cover the white wolf with empty hands" and "borrow the chicken to lay eggs" must be closely followed to avoid the phenomena of "covering the wolf with empty hands" and "beating the chicken with flying eggs". Therefore, sales personnel can skillfully use sales policies to motivate customers and win the attention of customers; Every time it comes to the time of collection and settlement, you must go as scheduled to form the impression in the customer's mind that "the payment of the sales personnel cannot be delayed", so that he can arrange the payment order of the company in front of his payment plan
6. Improve payment collection guarantee many salespeople find it difficult to collect payment, sometimes because their payment collection guarantee is not perfect. For example, some salespeople, in order to save trouble or trust customers too much, often don't even sign an agreement. They just print a blank note, resulting in no specific implementation standards or credentials such as time, place and form for later settlement, which brings difficulties or obstacles to the next payment collection. In view of this, at the beginning of credit sales with customers, sales personnel must improve the specific standard process of payment collection, clearly specify when and where to settle, whether it is in the customer's financial department or direct transfer, whether it is cash or cheque, etc? They shall be defined in the form of agreement to provide written or legal evidence for future payment collection
7. To form a reconciliation system, generally speaking, the following situations are likely to cause errors in the amounts receivable and payable by both manufacturers and make it difficult to collect payment, which should be paid attention to:
⑴ the product structure is multi variety and multi specification; And the payment collection period of each product is different
⑵ in case of flat adjustment, return and exchange of products
⑶ customers cannot collect payment by document (sales document or invoice); Instead, you pay back one time according to the sales volume. You issued a tax receipt of 500000 yuan, but the customer only gave you 350000 yuan, and the other 150000 yuan was transferred to the next time
⑷ other expenses, such as rebates, payment for damaged products, advertising expenses, terminal sales promotion expenses, etc., are not clear. Therefore, the sales personnel must form a regular reconciliation system with the customers, and must check the accounts with the customers every three months or half a year to properly align the business transactions and financial settlement sub accounts. On the basis of checking the details, the payment for goods shall be classified. According to the scheduled recovery time and recovery possibility, the payment for goods shall be divided into uncollected, expedited, quasi bad debts, bad debts and dead debts. Different collection efforts shall be made for different types of payment for goods. At the same time, according to the length of the payment period, the size and type of the payment amount, the complexity of the customer's payment procedures, the distance of the customer from the company and other factors, a priority payment collection plan is made, and the payment collection work is carried out step by step
of course, in specific operations, there will be some "default" phenomena. In this case, when it is really difficult to settle and the amount is large, sometimes you need to use legal weapons to protect your own interests. In short, as a salesperson, in the face of the problem of payment collection, he should not complain and shrink back. Instead, he should actively face it and boldly think of some solutions and strategies. As long as the salesperson pays attention to it, it is not too difficult to solve the problem of payment collection. After all, the dealer is the owner and the sovereign party.
Sales - confirm receipt - Invoicing - payment collection