Is there any good way for enterprises to collect arrears?

1, adjust the dominant mentality and firmly urge the lack of confidence. It is an indisputable fact that it is difficult to rush. Because of difficulties, many salespeople look at their customers with flattering eyes and beg for their understanding and support. When they speak, they are shy and shy, as if it is not the debtor but themselves who are in trouble. Let customers feel bullied, thus deliberately making things difficult or refusing to pay.

If you want to be a grandson, you must straighten yourself out. Therefore, when you see the debtor's first sentence, you should establish your dominant mentality. It is usually emphasized that I supported you and paid a certain price. For example, your brother did a business and had no money. It took me a long time to convince the finance department! ; Oh, it's a waste of time for me to ask my boss to give you credit! Especially for customers with poor payment, you don't need to say hello to him for a long time when you meet. You should tell him directly before he shows you his advantages or complaints. The purpose of your coming is not to ask him to buy the goods himself, but to ask him to pay a sum of money himself to come here specially. Let the debtor get rid of any idea of procrastination, shirking, shirking and hiding. Don't give the other party any chance to take the initiative, and prepare yourself in time for how to deal with you.

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 customers owe, the more difficult it is to pay, and the easier it is to turn to other companies to purchase goods.

The more you can't stabilize this customer, the best policy is to step up collection.

2. Assess the risk level of arrears. According to the scheduled recovery time and recovery possibility of arrears, payment for goods can be divided into unpaid, dunning, quasi-bad debts, bad debts and dormant accounts. For different types of payments, different collection methods are adopted and the collection intensity is different.

3. Make a comprehensive debt collection plan. According to the length of the payment period, the amount and type of payment, the customer's credibility, personal situation, financial strength, distance from the company and other factors, make a priority payment recovery plan, or prepare for collection or documents. Taking over is like pulling goods, going to court, or taking them in the most annoying way. Wen Shou is doing work, helping him collect the money owed to him by the farmers below, or giving him a promotion. The criterion for deciding whether to accept weapons or documents mainly depends on whether he cooperates with the company in a friendly way. For those dealers who have bad intentions and intend to breach the contract, they can only take them back.

According to the enthusiasm of the debtor, we should grasp the time. For customers who are not ready, they must go at the appointed time and try to make the door-to-door time earlier, otherwise customers will sometimes bite back and say, I have been waiting for you for a long time, you didn't come, and I have to do other more important things. You have nothing to say. For customers who are not simply paying debts, they must wait in advance, or call him first to prepare and urge him to implement it. This is definitely much more effective than asking for money on the day of debt collection. When the other party promises to pay off the debt, he can set up a credit card in the bank, tell him the card number, and let him deposit money in the bank according to the card number, so there is no need to collect tolls. If the other party keeps saying that there is no money, you should try to insert an insider. When you find that the other party has cash on hand or a sum of money has just entered the other party's account, you should go at once and catch it red-handed.

You also learn when to call the dealer to remind you. It is easier for the debtor to cooperate with you by calling when he is in the best mood. For example, it is best to call at 3: 30 in the afternoon, because they are usually busy with business in the morning and are generally in a good mood when counting money in the afternoon. Reminders are easily accepted at this time. You must avoid making phone calls when people are eating. Lunch time is about 165438+ 0:45 am to 2:00 pm. General dealers entertain guests at noon, have a drink, or take a lunch break, plus they need to sober up after lunch break, so it is best to call at 3: 30. In addition, after the dealer buys the feed, it is estimated that after he sells it to 80%, it is the best time for him to repay the arrears. At this time, you have money. As long as you are firm, he will pay back part of it considering that the company has a good face when purchasing. Finally, at the end of the month, some dealers consider that when the company issues monthly bonuses, everyone will be happy, and he will also pay off some debts.

When you go to the dealer's office to collect the debt, don't walk away when you see another guest in the dealer's office. You must explain your purpose and wait. Because dealers don't want their customers to see creditors come to their doors, they will feel embarrassed and lose face in front of new friends. If you don't owe much money, he will probably pretend to be happy to pay you back, in order to get rid of you as soon as possible, or make a success for the new partner.

7. You can't talk about business until you get the money. At this time, the other party will bargain with you with IOUs. If you can't meet his requirements, he will also have the idea of not paying back the money to stimulate you. At this time, collection must be regarded as the only major event. If the money is not returned, even if there is a big business waiting for him, there is no chance. Let him see that the purpose of your visit is only to owe money. Talk about the next round of cooperation or new business after the payment is completed, so that the conversation will be smoother and you will have the initiative.

8. Always pay attention to all abnormal situations. If the dealer wants to quit, transfer the store to someone else, or the partners break up and go it alone. Belonging to the company, such as the legal representative changed hands, the business changed, the venue moved, the store moved, or the enterprise went bankrupt. At the first sign of trouble, we should take immediate measures to nip in the bud and put an end to bad debts and dormant account. Be sure to let the outgoing legal representative repay the loan for you. As long as you are firm, he will usually do you a favor and help you settle it.

9. Sometimes the distributor will use various reasons as an excuse for not paying. Such as: the money manager is not here, the account has no money, the payment time has not arrived, the products are not sold out or the market is not good, and so on. This requires salesmen to do work for farmers, pay attention to the repayment time of farmers, or the time when farmers sell livestock and poultry products, and grasp all the information related to settlement in time. Only in this way can we identify the authenticity of customers' excuses and take effective measures. If the sales of products are really poor, we should immediately introduce a promotion policy to guide customers' sales work, or transfer their products to other well-cooperated distributors or simply take back the company. Because the actual sales of products is the most convincing settlement basis.

10, follow the trend and exert pressure skillfully. If the other party relies heavily on the products of the sales company, you should not only follow the rules when settling the payment, but also skillfully put pressure on the customer, such as developing a new product with greater profits, making a rule for him that only dealers who have no debts are allowed to sell this product, or launching a promotion measure, which stipulates that only dealers who have paid off their debts will implement it. This may force it to owe money. In addition, the general feed company sets the on-site discount at a relatively high level, and can stipulate that all dealers with arrears deduct the on-site discount to offset the arrears. When you take such tough measures, you must fully estimate the other party's tolerance. Such dealers are no longer worthy of the company's baby. While taking tough measures, we must wait for him to pay the money when he enters the last batch of goods, so as to turn against him and deduct part of the arrears. At the same time, immediately apply to the court for pre-litigation preservation to prevent the debtor from transferring property and defaulting on debts after falling out.

1 1, the company temporarily suspended the arrears, but stressed that if it wants to purchase goods, it will be all cash. Doing so can stabilize dealers and maintain sales. When the product sales of feed sales companies are stable, it becomes an inseparable situation. When the company's discount accumulation increases, it is much easier to make it pay back its debts.

12. Play the bank card and charge interest on the arrears of feed users. Issue a valid written notice in advance, claiming that the bank has collected the loan from the company and set a repayment period for the company. If the company fails to repay the bank loan within the time limit, the bank will punish the company. Therefore, the company requires users who are in arrears with feed sales to repay within a certain period of time, otherwise interest will be charged. This is easy for ordinary debtors to accept and will feel that the company has to do it.

13. In the process of collecting arrears, the salesman still needs to summarize and sort out the accounts to be aware of them. If the marketers themselves don't know the details of accounts receivable, the collection effect will definitely be poor. After you have a good idea, you have to settle accounts with the dealer and leave its signature basis, so that there will be no disputes when you collect the arrears in the future.

14, if you are lucky on this day, when you accidentally receive a large amount of debt from a debtor who is not actively paying off debts, you should quickly pick up your bag and leave, lest he feel sorry for you or feel grateful for you and ask for benefits.

15. Be polite after receiving the arrears. You should sincerely thank the specific person in charge for every payment detail, such as filling out the form, signing, closing the account, registering and collecting money, so as to avoid him making excuses to make things difficult for you next time. If you only receive part of the payment, and it's different from the agreement, you should act very angry at once. If the other person really has no money, let him go. The main purpose of losing his temper is to make him not break his word easily next time. Usually you can't listen to each other patiently at this time. If the customer does have natural and man-made disasters, while understanding the customer's difficulties, let the customer understand his own difficulties. If you can say that because you didn't receive the arrears, the company has kept you unpaid for a month, and even the salary of the sales manager has been deducted by half. Speak with a serious face and try to be emotional.