Hardware salesman reminds you of the art of war: Understanding six types of debt customers

We know that accounts receivables are the amounts that hardware companies should charge to purchasers after they sell goods and materials, which directly affect the turnover and economic benefits of the company’s working capital. By the end of the year, hardware companies will strengthen the collection of accounts receivable in order to facilitate the development of work in the coming year. In general, the dunning work will fall on the hardware salesman and become the biggest headache for the salesman at the end of the year. The so-called "high road, a high degree of magic", hardware sales to want to successfully return to arrears, must have a certain quality and use some skills.

Nowadays, the credibility of many companies cannot stand up to the test. Arrears of default are common. Hardware salesmen have suffered setbacks during the dunning process. Then, how can we successfully repay the outstanding amount to the arrears customers? The so-called “knowing ourselves and knowing each other can make every effort”. The hardware salesman can only know the type of the various arrears customers and can remedy the case and succeed in repaying the arrears. These arrears client types include the following:

1, rogue type: rich, love to drag your money, and you say no money.

In its own way, it also cures its people. If there is a large amount of money, he will go to the customer factory every day to greet him and consume him. Eyes have to be sharpened. When customers have important guests to visit, suppliers/delivery visits, the sound is louder and louder: “xx customers have been for months, and when will the money be given?” Influence, exert pressure, receive a little bit of today's income, and squeeze it back. Remember: Keep your body down and keep smiling. If the security guards in the factory are brave, call 110. If you have a small amount of money and you are not worth the time, call us and make a few greetings every day. Call the Finance/Purchasing/Production/General Office. In short, let them know that they are owed a little money by your company. Did not give it.

2, love accounted for: take your funds to make turnover.

For such customers, you let him take advantage of it. Hey, who makes Yang Bailao the leader of today's society? Tell the customer, now that the payment is paid, the boss will approve the discount or send something useful. After this time, there will be no such discount. With emotions in mind, the reason for this is that the money will be paid sooner or later. It's better to pay early than to pay early. There are also preferential treatments. There is another way: If it happens that the other party needs your service, such as the machine is broken waiting for you to repair, emergency, this time dragging him, forcing him to owed money, as well as the cost of this time to give all You paid, otherwise you refuse to service. As the customer waits for production, the loss of production and the price of the goods are compared. It's a shame. If it's not worth it, he will do it.

3. Poverty-cause type: If the factory wants to break the factory, it is really no money.

For such customers, the sooner it recovers the arrears, the better. Otherwise, one day later, people either fled or announced the break. To receive this money, it is recommended to discount it according to the situation, or to take a cost price. To those who work in this factory, we must be more attentive. We must show weakness and let him know that you are working. It is not easy. You have to gain sympathy, and finally you can calculate how much it will cost you. If you can't get it back, you can only take it for granted. Who wants you to sell it to him?

4. Paradoxical types: Usually foreign companies or well-known enterprises, the factory operates normally, the faction flourishes, and when it comes to recovering money, it does not say no, but it uses different excuse to evade it.

This kind of customer is more. Procurement is good or finances are good. When you pursue a payment, you promise you, but you can say that you are still waiting for the first batch. Tomorrow says that the leaders are on a business trip. The day after tomorrow is a financial outing. In short, you can suffocate you with various reasons every day. When you don’t give it, you don’t give it more. When you’re more irritating, they still teach you something: Our company has money, and if you’ve been working for so long, don’t you trust? Or I’m not giving you away. Your company is so big. Is this poor payment? Really hateful. To deal with this kind of customer: In accordance with the terms of the contract, send a formal request form, courtesy. Then, according to the terms of the contract, a formal lawyer's official letter was sent to the post. Some large companies are actually very scared of the suppliers. They are worried that you will go to court. However, it must be remembered that these invoices or lawyers' letters must be made more influential and should be sent directly to the general manager's office. Or formally mailed to the general manager's office. If it is a small private company, then take the relevant documents directly to their boss, the momentum will be bigger. Even the worst consequence is to start legal weapons to protect their rights and interests. If you don't have much money, it's not worth it. Then refer to the first "rogue type" method.

5. Difficulties: The above categories are all on your side, so you have legitimate excuse for collecting money. This kind of thing to say now is the most difficult one. He has even a good excuse for dragging money.

For example: because the quality of your product has affected the production of the other party, or because of your fault, caused the loss of the customer, even if the loss is not so great, how to deal with the loss, but also because, and because The relationship between people is not done well. The other party is still unbearable. Although it does not clearly indicate that it does not pay the purchase price, it uses a large number of appropriate excuses to deliberately default on your payment, so that you may not be able to say clearly. Sometimes, if you want to use the law, there are also many factors that are detrimental to you. For this type of customer, then you put down the shelf, first invest some money to put the relevant people RBI, let them stop smashing. If ** people do not eat this or say veteran class, then directly to find the veterans, it is necessary to "help the poor" and start the third "poverty" type method.

6, poor-type: owe people do not give money, do not let you even when you want to pay.

This kind of person is too bad. This kind of plant is relatively rare, and it is not currently encountered. My thoughts are: Prepare relevant information, check the door of the factory, observe who is the leader, and then attack. If you want to even the company's boss is bad, then according to the amount of money to decide whether to fight the lawsuit. Welcome everyone to discuss better ways. Congratulations, take back the money that belongs to you. To tidy up, for the above customers, the next time you can do business, but 100% prepayments will do.

It is of course best to make money, but if you run into a number of malicious defaults, you must pay attention to the dunning evidence to prevent overdue litigation. If you face bankruptcy, you may want to consider the issue of bankruptcy claims, try to make Your own loss is minimized.