Repayment is one of the core tasks of doing business, and it is also one of the factors for the survival and development of the company. Only by continuously improving the quality of payment, and continuously improving the performance, can the company develop healthily and it can make rapid progress.
Many front-line business personnel make monthly sales plans and report to the relevant departments of the company. However, the department heads of the supervisors are always puzzled. One month later, why the front-line business personnel cannot report their tasks? The company issued task indicators to the departments, but it did not give unrealistic task pressure to the frontline staff. We know that in many companies, we have adopted ideas and methods for goal management. We have goals for the year and we set rolling plans every month. However, there is an important principle in the formulation of goals that is not well implemented: the goal is to reach a consensus agreement between the lower and upper levels of communication. In reality, the goal is to be issued more by the superior and executed by the lower level. We leave this factor aside and analyze why the business people did not have the subjective reasons for completing the collection task.
1. No target management for customers
There is no effective management of the customer and there is no effective plan. Some business managers said that every month, the customer has made a payment plan that cannot be realized; or it has given the customer a goal, but the customer did not accept our plan and it was discounted by the end of the month. We must pay attention to the fact that the repayment plan depends on the joint efforts of both manufacturers to be effective. Providing unilateral plans by suppliers is often ineffective and is wishful thinking. We know that it's always difficult to get out of your pocket money! It's certainly best that money is in your pocket! Does it make sense to get people to get out of money and not do work or plan? The business manager said that he was too busy and had no time for monthly plans, and it was even less likely to talk to each customer about each month's plan. A customer has a lot of manufacturers to provide products, customers can talk about monthly plans one by one manufacturers. This is actually an excuse! This kind of business manager is obviously immature and irresponsible to work. We know that the plan is a must-do thing. It is the job manager's minimum job responsibilities. There is no reason why you can shirk and shirk! Many customers want business managers to do so, and the customer's pressure is very small. In real business transactions, it is rare for front-line business people to actively discuss monthly sales plans with customers.
2. Lack of targeted measures for gaps in goals
It must be understood that work measures are based on the goal gap and are not generalized. For example: A customer promised to pay back 100,000 yuan, but the goal of setting A customer himself is 200,000 yuan, so that the target gap is 100,000 yuan. So, what measures can be taken to increase returns and narrow the target gap? Therefore, some customers are satisfied with the analysis of their potential for payment collection, and some of the measures are aimed at encouraging customers, and some engage in promotional activities at the grassroots level. The development of outlets for customers, some provide new products, some simply provide customers with business personnel, to provide training for the customer's business staff, etc., a variety of ways. According to the various measures taken, it is expected that each method and measure will increase the amount of money that may be added after the application, and integrate and accumulate the amount of money that these methods and measures may increase, eliminate the target gap, and the task is easily realized.
3. Customer is not one of the main reasons
The reason why the customer did not promise is because the supplier did not require the customer to make a commitment, and the supplier's business personnel were not active enough and there was no awareness in this regard. Life experience tells us that in people's lives, the vast majority of people will make a prudent commitment. Because the unfulfilled promises are a psychological burden and pressure on them. To be sure, the failure of the client to make a pledge to pay back means that our payment plan is frustrating and the payment plan becomes unfounded.
What to do with customers who have no promise? Obviously, this is where business people have to work hard. In other words, it is necessary to formulate targeted measures. For example, some customers do not make payments for a long time, and the reason for this is that grassroots retailers are in arrears, and it is difficult to collect funds. In this regard, customers are required to accompany themselves and continue to collect funds. , More than a few times. and many more.
4. Another important reason for not tracking or tracking down customer commitments
In the management of payment for goods, the key is to manage well-respected customers. This is the main source and guarantee of the realization of the payment return task. Unconfirmed customers can only be added. It is obviously not a good management approach to make commitments to customers and uncommitted customers indiscriminately. The customer's commitment is to be followed, and the tightness of the customer needs to be mastered. The customer with good reputation should be a little looser, and the customer with poor reputation should be a bit tighter. In this way, the possibility of achieving the target of repayment will be greatly improved. However, we must pay close attention to the fact that some customers have taken measures to partially honor their promises. This has been caused by weak follow-up. Because, the customer's payment can be carried out in different periods, do not expect to be in place once. There is a period of time when the plan is not in place.
The customer's funds are always limited, so much, it is impossible to get more at any time. To whom? Obviously, companies that have strengthened their repayments at the outset will get more benefits. The general corporate payment experience is that the key target must be guaranteed first, and the small singles must be sent out beforehand. For those big, small or small single delays, it is a method.
5. Too low customer demand is a reason that cannot be ignored
In the repayment, the customer always proposes one or more of the reasons to achieve the purpose of not recouping or reducing the repayment, and the funds are the best in their own pockets! There are many business levels that cannot withstand this test, and they are willing to accept all kinds of customers. Forgive the client on the grounds, and the result is that the money that you can return cannot be returned and the task is not completed. For example, some customers often put the product's problems as a major problem for business personnel, causing illusion of responsibility at the factory; there are reasons for customers to delay payment by buying real estate, building warehouses, getting married, and so on. Face is difficult to tear, and so on.
Debts are repaying the money, right and proper. Must increase the customer's request, this is the enterprise development request, also is the request which oneself does well the service, also is the customer cooperation request. With such an attitude, customers can be required to develop the habit of regular and quantitative payments. When you start doing business from the beginning, you must form such a habit. Do not expect to change slowly afterwards. You should know that the first impression you leave with your customers is critical.
6. Business staff lack business knowledge, skills, guts
Ignorance can be fearless. Only children are like this. The so-called newborn calf is not afraid of tigers. Business people are adults, and when they are ignorant, they only say nothing. There is no way to do business if you do not say anything at all. Therefore, business personnel must make efforts in business knowledge, skills, and guts. For example, some business people expect the customer to pay back 100,000 yuan. The common sense is that customers have a habit of discounting. For this reason, a skilled business manager will ask for a refund of 200,000 yuan when he talks to the customer about the goal. The client bargained and reached a consensus target of 150,000 yuan. This is a negotiation skill and a basic skill for doing business.
Some business managers were beaten by themselves at the customer's doorstep. They were afraid to think about repayments with customers. They didn't know how to start. From the customer's point of view, the business people in front of them looked like a weak person and were vulnerable. For example, the business manager said: The company has given me a lot of pressure, and there is no way to find you! If you want to think of a way to help me, such a phrase is a weak person, and the manufacturing atmosphere or environment is Has been placed in their own and defeat. Want to win the customer's sympathy ah! However, the vast majority of customers are businessmen, will not buy this set! Straight into the back but powerful weapon.
In short, the repayment is one of the core tasks of doing business, and it is also one of the factors for the survival and development of the company. Only by continuously improving the quality of payment, and continuously improving the performance, can the company be able to develop healthily and achieve rapid progress.