Work instead of being a boss

Chapter 21 Collection of Accounts and Fund Raising (2)
Let customers understand the stakes when customers who follow the example pay, their behavior will generally be indecisive and hesitant.Their psychology is always worried that they will suffer losses when they pay, and they always think about refusing to pay in front of them. Their attitude towards payment is cautious and conservative.

The collection countermeasures for this kind of customers are: aiming at the imitation psychology, provide evidence to explain the actual payment situation of other customers; The intangible value in the transaction supports his confidence and determination to pay; he shows the cash, checks or vouchers that other customers have paid for the goods to the customer, "seeing the example and learning from the example".

Try to avoid arguing about collection. When buyers and sellers argue, the ruthless, sharp words and evidence used can easily hurt the self-esteem of customers.For this reason, when the customer argues unreasonably that the payment period is shorter than that of the peers, which is not in line with the market, and requests payment by comparing the payment period with the peers, the seller who receives the payment must keep a calm attitude, avoid direct arguments with the customer, and try to "peace of mind" The way to "discuss" the solution should never be "debate" by "debate".Otherwise, even if you win the argument, the opportunity to collect money will be lost.

Only with careful preparation can we have a well-thought-out plan

Collecting bills is also a kind of negotiation, which requires superb speaking art.A successful businessman believes that speaking is a war without gunpowder smoke. If you speak well, you can win people's hearts, but if you speak poorly, you will cause trouble.Therefore, successful people in business are very cautious when speaking, and never speak casually.But in social occasions or at the negotiation table, they can adapt to the situation, answer fluently, and be extremely humorous, and can control the atmosphere of the negotiation as they like.In fact, they are not geniuses, the key is that they have made full preparations before the negotiation.As former U.S. Secretary of State Kissinger said: "The secret of negotiation is to know everything and answer everything."

Negotiation is not just about two parties sitting at the negotiating table face-to-face to exchange opinions or bargain, it is a well-planned drama that requires active preparation and extraordinary art. It is a contest of courage between each other; through adjustments and compromises, both parties can agree.Moreover, negotiations are closely related to business.

There is a Jewish saying: "It is better to ask the way ten times than to get lost once." It means that people should understand the goal and direction clearly before acting, and do not act rashly.The essence of successful negotiation is setting your own goals and making a plan for how to achieve them.People are not only cultural animals, but also emotional animals. Therefore, people's emotions are often affected by many factors such as economic interests, fame and fortune, emotions, etc., which affect a person's attitude and mentality.During the negotiation, always keep in mind the goal of this negotiation, control your emotions and mentality, so as to maintain a consistent and firm attitude.

Only by clarifying the goal first can we keep calm in front of the opponent.

The basis for success in negotiations lies in careful preparation.Careful preparation includes not only clarifying the relevant content of the problem itself, but also knowing the subtle differences related to it.To this end, it is necessary to investigate the psychological state and expected goals of the negotiating opponents in advance, so as to correctly judge how to find the common ground in the opposition between the two parties.Otherwise, when things come to an end, it will give others the impression that they are not familiar with the situation or indecisive, thus creating an opportunity for the other party to take advantage of.

The Jews are experts in negotiations, and they have to make a lot of preparations in advance for every negotiation, even if it is a small one.This method of fully preparing for negotiations has not only gained widespread attention in the business world, but also in the diplomatic circle.

Jewish businessmen attach great importance to negotiations, and they must first pay attention to their own attire.They hope that their appearance must be similar to that of a gentleman. On the one hand, they show respect for their opponents, and on the other hand, they also leave a good impression on their opponents.This can assist the negotiation to a certain extent.

Jews often have the idea that how a person is treated in his hometown is related to his demeanor and reputation, while in other cities it depends first on clothing.This means that the evaluation of a person in his hometown does not pay much attention to clothing, because people know his words and deeds better.But if a person is far away in a foreign land, his appearance, clothing and manners become the main basis for evaluating a person.From the perspective of the Jews: when negotiating formally, because the occasion is more solemn, you should also pay attention to the dress.Clothes should be clean and appropriate, in line with etiquette.It is absolutely impossible to see wearing fancy clothes, giving the other party a sense of image that is not prudent enough.

At present, business negotiations pay much attention to the opponent’s attire, such as what brand of suit, shirt, and leather shoes the opponent is wearing, what brand of tie and belt he is wearing, whether he is wearing a gemstone ring or a platinum watch, and judge the opponent’s appearance. financial resources.If you dress poorly, people will lose confidence in you and go home without even talking about it.Therefore, it is best not to wear clothes that are too low-end to the negotiating table.Don't wear overly gorgeous clothes to the negotiating table. Don't be too flamboyant and ostentatious, and create a steady and concealed effect.

Of course, there are also people who take full advantage of this, dress themselves up in style, but have nothing in their pockets, and then use appearances to defraud people of money.These people can only cheat small money, but really big money cannot be cheated just by dressing well.

As the saying goes: Buddha needs gold clothes, and people need clothes.The clothing of negotiators should pay attention to the following two points:

Dress neatly. Generally speaking, business people seldom wear company uniforms to visit customers.But when customers come to visit, they must wear uniforms to receive them.Regardless of whether it is uniform or casual clothes, in short, it should be neat and generous, and it must not be slovenly.You must pay attention to whether the collar and cuffs of the shirt are clean, and whether the seam of the trousers is straight.Shoes should also be careful to keep them shiny.You must also be careful with the socks. Some people wear loose socks that fall to the heels, which is really unsightly.

Pay attention to personal hygiene In addition to the cleanliness of clothing, you should also pay attention to your own cleanliness.The hair must be tidy, don't be disheveled or full of oily hair to talk with people.In addition, grotesque hairstyles are also offensive.Nails should be trimmed frequently, and nail crevices should be cleaned.Generally speaking, dark suits, especially dark blue or dark gray suits, tend to give the wearer a sense of authority; and for the negotiators, the style of the clothes should not be too fashionable, otherwise they will give A feeling of vanity, thus reducing the identity of the wearer.

see what people say
When collecting bills, you can’t always sing the same tune. You have to sing what songs you meet, that is to say, what temples you go to read what scriptures, what mountains you talk about.This is also the case in front of debtors, and they should also "see the person's order", and formulate debt collection strategies differently from person to person.

The most prominent feature of this kind of debtor is the arrogance of the "tough" debtor. It is futile to hope that the other party will take the initiative to repay the debt. To achieve the desired effect of debt collection, it is necessary to find a way in terms of strategy.The general guiding ideology is to avoid their sharp edge and change their understanding in order to protect their own interests as much as possible.The specific operation is as follows:
Silence refers to keeping silent while observing the attitude of the other party when collecting debts.This strategy is one of the desirable ways to deal with "tough" opponents.A superior silence strategy will attack the opponent psychologically, cause the opponent to panic, make the opponent at a loss, and even lose their position, thereby achieving the purpose of weakening the opponent's strength.Silence strategy should pay attention to size up the situation and use it flexibly. If it is not used properly, the effect will be counterproductive.If you remain silent all the time, the debtor will think that you are intimidated by him, which will increase the debtor's desire to default.

Soft and hard strategy This strategy refers to dividing the debt settlement team into two parts, one of the members plays a hard role, the hawk, who plays a leading role in the initial stage of debt settlement; the other member plays a moderate role, the dove, and the dove Play the lead role at the end of Paying Off.This strategy is a common one in debt settlement, and it works in most cases.Because it takes advantage of people's psychological weakness to avoid conflict.

How to use this strategy?After first getting in touch with the debtor and understanding the mentality of the debtor, the creditors who acted in a tough role, unreservedly and decisively put forward repayment demands, and persisted with a tough attitude.At this time, the debt collectors who assume a moderate role remain silent, observing the debtor's reaction and looking for solutions to the problem.When the atmosphere is very tense, the "dove" character comes out to ease the situation. On the one hand, he dissuades his partner, on the other hand, he calmly and clearly points out that the formation of this situation is also related to the debtor, and finally suggests that both parties make concessions to facilitate a repayment agreement Or just ask the debtor to pay off the debt immediately, waive the interest, and demand for payment fees.It should be pointed out that in the practice of debt clearing, those who play the role of "hawks" should closely follow the principle of "unreasonable default" when playing prestige, and must not make things out of nothing and mess around.In addition, the roles of hawks and doves should cooperate tacitly.

"Wheel" strategy The economic exchanges between companies should be based on mutual trust and mutual cooperation for fair transactions.But in practice, in order to satisfy their own interests and desires, some people often use some tricks or excuses to default on one party's debts, or even act like a rascal who "if you want money, you will die".

The "wheel tactic" adopted at this time can be regarded as a method, that is, the debtor adopts the method of constantly changing the collection personnel, so as to exhaust the debtor and force it to make some kind of concession.

The strategy of "army at the gate" means boldly intimidating the debtor and seeing how the debtor responds.Although risky, this strategy has often worked against "conspiratorial" debtors.Because the debtors themselves want to occupy funds and default on their payments for no reason, once their tricks are discovered, their morale will generally be hit, thus forcing them to change their attitude.

For example, for a relatively large amount of payment, the creditor sent more than ten debtors to the debtor company to collect the money, and the office was crowded with employees of the creditor company.This practice will inevitably force the debtor to try his best to repay.

Strategies for "cooperative" debtors "Cooperative" debtors are the most willing to accept in the practice of debt settlement.Because their most prominent feature is their strong sense of cooperation, which can bring joy to both parties.Therefore, the strategic thinking for dealing with "cooperative" debtors is: mutual benefit.

That is, in the process of debt settlement, some hypothetical conditions are put forward to the debtor to ascertain the intention of the other party.Because this approach is more flexible, the payment request is carried out in a relaxed atmosphere, which is conducive to the two parties reaching a cooperation agreement on the basis of mutual benefit.For example: "We double the supply, how much will you pay back?" "How about paying [-] yuan a month and delivering [-] tons of cotton yarn?"

What needs to be pointed out is that the assumptions should be put forward in different stages, and it is not allowed to assume prematurely without listening to the debtor's opinions.This can discourage or give the debtor an opportunity to take advantage of it without prior consultation.Therefore, assumptions should be made on the basis of understanding the debtor's intentions and opinions.

It means that the debtors or salesmen of creditor companies consciously use their spare time to actively chat and entertain with debtors. The purpose is to enhance understanding, connect with each other, establish friendship, and promote the smooth progress of debt settlement from a positive perspective.

(End of this chapter)