Call Deng Ning. Is that what you said?

Telephone dunning is a science, because it is not controlled by others, only voice communication. Sometimes people just ignore you when you shout loudly. Sometimes, if you say a good word, people can call the money. But in any case, if you don't dare to ask for money on the phone, everything is empty talk.

Many domestic enterprises are faced with agents from all over the country. They can't run around the country to collect money, which is a waste of time and money. Therefore, for them, one of the most important ways to collect money is by telephone. Telephone dunning has become one of the important ways to collect money.

It's difficult to call customers for accounts receivable, because we can't meet. Even if you quarrel with the other party on the phone, you will not give money, or the other party will hang up easily, or even the other party will not answer the phone through caller ID at all. In this way, your money will become bad debts. Therefore, although telephone collection is a common method, it is not easy.

Winners find ways, losers make excuses. Good money is easy to collect, and vice versa. The key to the success of debt collection lies in your thoughts, attitudes, skills and will. Among them, attitude is the most important. If you are willing to spend some time and learn the tricks, it is easy to recover hundreds of millions of debts.

A trading company owes a garment factory 250,000 yuan. Mr. Chen Shengli, the experienced sales director of the garment factory, and Wang Yimin, the manager of the trading company, made a phone call and successfully recovered the arrears. This mobile phone can be a telephone sample for many companies to successfully collect money.

Chen Shengli: "Hello! This is Chen Shengli. May I speak to manager Wang? "

Wang Yimin: "Hello, Manager Chen, this is Wang Yimin!" " "

Chen Shengli: "Manager Wang, are you busy recently?"

Wang Yimin: "This is also futile. Manager Chen, what can I do for you? "

Chen Shengli: "I'm calling to tell you that 65438+February 1 has expired, and the invoice number is1010/. Now you still have 250 thousand. "

Wang Yimin: "Really? I don't remember. "

Chen Shengli: "According to our records, you ordered110 women's clothing from us in10. The order number is 1 1. The unit price of each batch of women's suits is 24,000 yuan, plus the freight of each batch 1000 yuan, so the total amount is 250,000 yuan. The delivery date of these goods is 1 65438+1October1. According to our delivery records, the delivery date is165438+10.5, and you signed the bill of lading on the spot. "

Wang Yimin: "Oh, I remember, but I never received the invoice."

Chen Shengli: "Our accountant sent you an invoice in June 1 65438+1October1,and the copy of the invoice was attached to the private letter sent in June165438+1October 05. I can send a fax now. Can you receive faxes on your phone? I'll fax you the invoice now. "

Wang Yimin: "I don't have a fax machine. Even if there is, we can't get 250,000 now. "

Chen Shengli: "Why?"

Wang Yimin: "The business of trading companies is not very prosperous now. We don't have that much spare money. Employees' salaries, state taxes and rents must be found now. "

Chen Shengli: "Then we must operate here. How much can you pay now? "

Wang Yimin: "We can write a check of 65438+ 10,000 yuan at most."

Chen Shengli: "Now there is an installment plan. What do you think of this? You remitted 654.38 million yuan to me today. For the next five months, you will remit me a check of 565.438 million yuan every month to repay the principal and interest. I must receive the money before the 5th of each month. So you can pay off the account and I don't have to hand it over to the law firm. "

Wang Yimin: "Oh, I think it's a good idea, too."

Chen Shengli: "If you think there is something wrong with this plan, now we can discuss related issues further. If not, we will sign a memorandum today to make it part of the collection record. This method is the final concession. I don't think anyone wants to go to court for this money? "

Wang Yimin: "Yes, I think we can do it."

Chen Shengli: "Great. I will send you two installment agreements immediately, one for your file and the other for you to sign and send back to me. Ok? "

Wang Yimin: "OK, bye."

Chen Shengli: "Goodbye and wish you a prosperous business."

As can be seen from this example, it is an essential skill for a qualified salesperson to use the telephone correctly and realize his own return purpose. Think about it, wouldn't it be great if we could avoid the trouble of collecting money at home and solve the payment problem with just one phone call? Therefore, as a salesperson, you must master superb telephone dunning skills.

So, what should we pay attention to in order to use the telephone to urge customers more effectively? (1) Confirm the amount. Before calling for collection, you should first verify the details and exact amount of the other party's arrears.

(2) Choose the right time. When you get married and move to a new house, you should look at the auspicious time, and you should also pay attention to the auspicious time in your collection. The best time is when the other party just starts to work, because this is usually the best moment for the debtor. During lunch and lunch break, it is not appropriate to call for collection. Of course, there is no need to stick to the rules. In the specific operation, the salesman needs to be familiar with each other's habits and determine according to the actual situation.

(3) Choose the right day. Every Friday is the best auspicious day for telephone collection, because everyone is looking forward to the weekend at this time, followed by Thursday and Tuesday. The most unfavorable collection days are Monday and Wednesday.

(4) find the right person. Be sure to find the right person. If the debtor is often absent, you might as well tell the person who answers the phone your purpose. Be especially polite to the secretary, or you will get in the way.

(5) talk about dialogue. In order to avoid putting the debtor on guard, don't be aggressive from the beginning, and let the other party feel that you think he is a person with no ability to pay, which will hurt the other party's self-esteem and destroy the good relationship between the two parties. The more amiable and humane the attitude, the greater the possibility of debt collection.

(6) wholeheartedly. When negotiating with the debtor, be sure to let the debtor know that you are wholeheartedly dealing with his problems, and don't talk to others at the same time.

(7) Good communication. Communication ability is a magic weapon to effectively persuade debtors to settle their debts. Tips for communication are as follows:

① Imitate the way, speed and volume of the other person's speech; 2 calmly deal with customers who lose their temper and appease each other. Good EQ and professional attitude are the key to success. For a few abusive customers, calmly tell each other two solutions: one is to talk to our lawyer and the other is to talk to my boss; (4) Maintain a rational and friendly attitude, which is always a hundred times better than an irrational and coercive attitude.

(8) learn to shut up. Silence is the best way to speak. Successful collectors only speak when necessary, and the other person should know how to keep silent when speaking.

There is a western proverb: "Don't talk, others will think you are a philosopher." If you don't talk, the other person will think you are inscrutable, and of course you won't underestimate you, and your willingness to pay will be greatly improved.

Remember, never say more useless words or have unnecessary disputes with customers, lest you win face, lose money or inadvertently reveal business information.

(9) Maintain relationships. In order to recover old debts, this is a big taboo for shopping malls, and it is by no means wise. As the saying goes, "harmony is precious", and some people say, "Let's leave a line for human feelings so that we can meet again in the future." If the other party is a frequent visitor to the company, you should be careful when collecting money, and you must sincerely show respect and concern for the debtor. Don't hurt each other's friendship in shopping malls for many years in order to recover old debts. It's not worth losing too much because of small things. Good maintenance of the harmonious relationship with customers can not only resolve the previous unhappiness, but also pave a broad road for future collection work.

The nine skills mentioned above are ultimately superficial. What really determines the collection effect? It is patience and willpower.

"Always remember that your own determination to succeed is more important than anything else." Lincoln, the first 16 president of the United States, said this. The moral of this sentence is: No matter how many failures, difficulties or setbacks you have experienced, never give up the goal you are pursuing. You must persist several times until you reach your goal.

So should telephone collection. Collection is a numbers game. You should call each other for money when you have the opportunity. Focus on times, not results. The salesman here is playing a game that doesn't care if he can get the money. As the number of phone calls increases, your chances of success will gradually increase. So, when you make a phone call, don't care too much about the result, just call a few times more. This trick is called "fatigue bombing", and the effect is definitely good!

The most important thing about telephone collection is patience, never giving up, never giving up. You must call the other party to settle old scores before you can stop.

There is no practical difficulty in telephone collection. As long as you have "good mood, good communication skills and the most important persistence", there is no irrecoverable account.