How to establish a correct dunning mentality

Sales is a kind of accumulation of time, professional knowledge, practical experience and industry contacts. It broke the traditional way of life, it broke the inherent working mode, and it was recorded in the history of economic development with a brand-new look. In its body, it embodies self-esteem and inferiority, pride and inferiority. It must be different from person to person, and different salespeople represent different product values. So how to establish a correct dunning mentality? Come and have a look with me. I hope you will be satisfied. Thank you.

Correct dunning mentality 1. Insist.

The money owed by the debtor is mine, and I must get it back. Stick to the end, be responsible for the end, and pursue it until the arrears are recovered.

Correct dunning mentality 2. The debtor is a person who has broken his promise, and he will feel guilty if he loses money.

Some debtors are charitable: I see. If it is successful, I will try to pay it back to you. ? At the beginning, we must emphasize that I support you, and I have paid a lot for it, including my efforts to win credit sales and the interest loss suffered by the company. Let the debtor no longer feel that paying back the money is a care for me.

Correct dunning mentality 3. Don't be afraid of dunning.

Customers are never dissatisfied because they are reminded to pay. Some payees think that too tight collection will make the other party unhappy and affect the future relationship.

If you think so, not only will you never receive the arrears, but you will also lose your future cooperation. The more money a customer owes, the more difficult it is to pay, the easier it is to turn to other companies to purchase goods, and the less stable you are to this customer. On the contrary, the professional quality of dunning can arouse the respect of customers and gain the respect and attention of the other party.

Correct dunning mentality 4. Correctly treat debtors' excuses for delaying payment.

Making excuses is a sign of guilt. We should adopt the correct strategy to deal with the endless variety of debtors, and we should not give in, so as not to give the debtor companies a chance to find new excuses. Drive the other side to the wall and finally pay back the money. For how to deal with the debtor's excuse, let's give an example below.

Correct dunning mentality 5. A clear attitude

It is very important to convey the above attitude clearly to the debtor. Concise language and firm tone.

DEBTCOLLECTION is a very common, necessary and annoying thing for most enterprises. In domestic enterprises, one or several departments are often responsible for collecting accounts, such as sales department, finance department and legal department, or some enterprises set up special offices to collect accounts. With the gradual introduction of western enterprise credit management theory, some large enterprises that attach importance to risk management have begun to establish credit management departments to take charge of the risk problems arising from credit sales (that is, credit sales). Credit management departments often set up an accounts receivable specialist to be responsible for the collection of accounts. Practice has proved that the collection function will be clear and independent, which will obviously improve the collection efficiency of accounts receivable.

The reason is that, on the one hand, after the rights and responsibilities are clear, the problem of mutual shirking between departments is avoided; On the other hand, because collection of accounts is also a professional skill, such as sales skills and common sense, as well as financial knowledge and financial skills, collectors also need to have necessary knowledge and skills, such as basic financial and legal knowledge, negotiation skills, telephone skills and letter skills, among which negotiation skills are particularly basic and important, and negotiation psychology is the most important aspect of excellent negotiation skills. This paper briefly introduces the author's experience in this regard in the practice of collecting accounts for several years, hoping to share it with you.