Callbacks for telemarketing skills

[China Glass Network] Repayment is one of the core tasks of doing business, and it is also one of the elements of enterprise survival and development. Only by continuously improving the quality of payment and continuously improving performance, can enterprises develop healthily and they can make rapid progress.

Many front-line business personnel do monthly sales plans and report to relevant departments of the company. However, the head of the department in charge is always puzzling. After one month, why can't the tasks reported by the frontline business personnel be completed? The company gave the department a task indicator, but did not give the front-line business staff unrealistic task pressure. We know that in many companies, we have adopted the idea and method of goal management, and we have goals for the year, and we set goals for rolling plans every month. However, there is an important principle in the formulation of goals that is not well implemented: the goal is a consistent agreement reached between the superior and the subordinate. In reality, the target is more of a higher level, and the lower level is executed. Let's leave this factor aside and analyze the subjective reasons why business people have not completed the return task.

1. No target management for customers

There is no target management for the client and there is no effective plan. Some business managers said that it is impossible to make a payment plan for the customer every month; or to give the customer a goal, but the customer did not accept our plan and discounted at the end of the month. We must pay attention to the fact that the payment plan depends on the joint efforts of the manufacturers to be effective. The unilateral plan of the supplier is often ineffective and is wishful thinking. We know that it is always difficult to get the money out of your pocket! It is certainly better to put money in your own pocket! Want someone else to pay for it, don't do work, don't plan? Some business managers say they are too busy, don't have time to do monthly plans, and it's even less likely to talk to each customer about each month's plan. A customer has a lot of manufacturers to provide products, and customers can talk about monthly plans by one manufacturer. This is actually an excuse! Such a business manager is obviously immature and irresponsible for work. We know that the plan is something that must be done. It is the minimum job responsibilities of the business manager. There is no reason to shirk and shirk! Many customers just want the business manager to do this, and the pressure on the customer is very small. In the actual business dealings, it is still rare for front-line business personnel to actively talk to customers about monthly sales plans.

2. Lack of targeted measures for the gap in the target

It must be understood that the work measures are based on the target gap, not in general terms. For example: A customer promised to pay 100,000 yuan, but the goal of setting up A customer is 200,000 yuan, so that the target gap will be 100,000 yuan. So, what measures can be taken to increase the return and narrow the target gap? Therefore, some of them have done a good job of analyzing the potential of remittances and firming customer confidence. Some measures are to motivate customers, some promote promotions at the grassroots level, some develop outlets for customers, some offer new products, and some Simply provide business personnel with customers, train customers' business personnel, and so on. There are many ways. According to the various measures taken, it is expected that the increase in the amount of money that may be added after each method measure is applied, and the accumulated withdrawals of these method measures may be combined to eliminate the target gap, and the task is easy to achieve.

3. The customer did not make a commitment to pay back is one of the main reasons

The reason why the customer did not make a commitment is because the supplier did not ask the customer to make a commitment, the supplier's business personnel were not active enough, and there was no awareness in this regard. Life experience tells us that in people's lives, most people will be cautious in making promises. Because the promise of not fulfilling is a psychological burden and pressure on them. Can you say exactly what the customer does not have for a customer who has no commitment? Obviously, this is where the business people have to work hard. In other words, it is necessary to develop targeted measures! For example, some customers do not pay back for a long time. The reason for finding out is that the grassroots retailers are in arrears and it is difficult to collect money. In this case, they are required to accompany the customer to collect the money and collect it several times. and many more.

4. Failure to track or track down customer commitments is another important reason

In the payment management, the focus is on managing the committed customers, which is the main source and guarantee for the realization of the payment task. Uncommitted customers can only be supplemented. It is obviously not a good management method to make a promised customer and a non-committed customer without distinction. The customer's commitment is to track, the tightness to grasp the scale, the reputable customer loose, the poor reputation of the customer is tight, so that the possibility of the realization of the return target is greatly improved. However, it is necessary to pay close attention to the fact that some customers have adopted a partial commitment method, which is still caused by insufficient follow-up. Because the customer's payment can be carried out in different time periods, don't expect to be in place once. If there is a time when the plan is not in place, it will be stepped up.

The client's funds are always limited, so much, it is impossible to get it anytime. Who is it for? Obviously, companies that strengthen their returns from the beginning will get more benefits. The general corporate payment experience is the key object to ensure first, the small single to send first, for which big, small and small single delay is the way.

5. A low demand for customers is a reason that cannot be ignored.

In the payment, the customer always puts forward one or the other reason to achieve the purpose of not paying back or reducing the payment. The funds are better in their own pockets! There are a lot of business levels that can't withstand this kind of test, and I have forgiven the customer for all kinds of reasons. As a result, the money that I can't return can't be returned, and the task is not completed. For example, some customers often give small problems to the product as a big problem to the business personnel, causing the illusion of responsibility in the factory; and customers delay payment by buying property, building warehouses, marriage, etc., so that the business level It's hard to tear on the face, and so on.

It is a matter of money to owe money. It is necessary to improve the requirements of customers. This is the requirement of enterprise development, and it is also the requirement of doing business well, and it is also the requirement of customer cooperation. With such an attitude, customers can be required to develop the habit of regular and quantitative payment. It is necessary to form such a habit when doing business from the beginning, and do not expect to change slowly in the future. Be aware that the positive impression left to the customer is critical.

6. Business personnel lack business knowledge, skills, and guts

Ignorance can be fearless, only children are like this, the so-called newborn calf is not afraid of tigers. Business people are adults, and when they are ignorant, they only have to make a sound. If you don't do anything, you can't do business. Therefore, business people must work on business knowledge, skills, and guts. For example, some business personnel expect customers to pay 100,000 yuan. Common sense is that customers have the habit of discounting. For this reason, skilled business managers will ask for a refund of 200,000 yuan when they talk to customers. The customer bargained, and reached a consensus target of 150,000 yuan. This is a negotiation skill and a basic skill in doing business.

Some business managers are defeated by themselves at the customer's door! I am afraid when I think about talking back to my customers, I don’t know how to start. In the eyes of the customer, the business person in front of him is a weak person and can't stand it. For example: the business manager said that the company gave me a lot of pressure on the task, there is no way to find you! You have to think of a way to help me! Such an opening speech is a weak one, and the atmosphere or environment of creation has been placed in the world of self and defeat. Want to win the sympathy of customers! However, the vast majority of customers are businessmen and will not buy this one! A single knife is a powerful weapon.

In short, payback is one of the core tasks of doing business, and it is also one of the elements of enterprise survival and development. Only by continuously improving the quality of payment and continuously improving performance, can enterprises develop healthily and they can make rapid progress.

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