Tags |
|
|
Links |
|
|
Atricle Dump - Dealing With Emotions When Calling To Collect Your Money
This three letter word is at the root of more failure and success in sales than any other I know. People who consistently succeed in sales, whatever success means to them, do so because they ask for what they want. Salespeople who tend to fail do so because they fail to either know what they want or to ask for it.There are a number of areas in the sales profession or times in the sales process that asking can greatly contribute to your:-success. -income. -confidence. -professionalism. -knowledge. -performance.Her
There is a chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that outlines setting up policy and procedures.
Do you have a Terms and Conditions of Sales document as part of your credit policy? You need one! A sample TOC is included in the book, which you can use as a base to customize your own policies.
This is not a dry complicated accounting manual. It is easy to read and easy
When you are trying to grow your business during those first few years, the ability to turn prospects into customers and to keep customers satisfied with your products and services is MISSION CRITICAL.However, some entrepreneurs and small business owners may have a common misconception thinking their inside sales professionals and the customer service staffs also possess the same abilities and desires in keeping the business running and growingEvery sales trainer has heard the: "not in the budget" "we are not big enough for training and coaching"
Let’s examine three uncomfortable emotions, and give you some tips on how to collect your money with less stress.
Emotions:
* Dislike of calling, so constantly put it on the bottom
of the “to-do” list
* Dislike of confrontation over the money owed
* Fear of losing the customer
First, you must accept the fact that collections are a normal part of doing business. This will help you to remember that the call is a business transaction, not an emotional experience. Give yourself that mental distance, and cultivate that professional attitude.
Getting paid is the last part of your sales cycle, whether you are paid immediately, or thirty or sixty days later. Your customer is not “doing you a favor” (a commonly experienced feeling) by paying you, they are fulfilling their part of the business contract (written or not).
There is a special chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that deals with training your customers. Yes, you can train them to pay you on time! This automatically cuts down on the amount of collections you have to do.
Second, sometimes when you call, you will uncover PROBLEMS instead of payments! Maybe your customer never got the shipment, or it was the wrong item, or for any other reason it needs to be returned, so they have put off paying for it, but never called to let you know it needs to be returned.
It is better to take care of these customer service issues now, before the debt or item is really old, and you have been trying for months to collect your money.
The best way to avoid confrontations is to give your customers a clear statement of your policies in document form, such as a Terms and Conditions of Sales. You can specify exactly how and when returns are allowed.
Realistically, nothing will 100% eliminate confrontation over these types of issues, but having your customers sign your Terms and Conditions of Sales documents gives you a strong legal leg to stand on if the lack of agreement goes as far as small claims court for you to get your money.
There is a chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that outlines setting up policy and procedures.
Do you have a Terms and Conditions of Sales document as part of your credit policy? You need one! A sample TOC is included in the book, which you can use as a base to customize your own policies.
This is not a dry complicated accounting manual. It is easy to read and easy
Let's face it. It's tough to stand out at most trade shows. Your competitor might have a wall of flat-screen TVs showing some slickly-produced promotional video. Or maybe they've hired a fleet of silicone-enhanced spokesmodels to help hawk their business. Who can compete with that? It's OK. Trade shows aren't really about flash and dazzle. Trade shows aren't even about how much foot traffic you get. They're about generating qualified leads, plain and simple. So, are you getting the most out of your trade show experience? Are you turning your
* Fear of losing the customer
First, you must accept the fact that collections are a normal part of doing business. This will help you to remember that the call is a business transaction, not an emotional experience. Give yourself that mental distance, and cultivate that professional attitude.
Getting paid is the last part of your sales cycle, whether you are paid immediately, or thirty or sixty days later. Your customer is not “doing you a favor” (a commonly experienced feeling) by paying you, they are fulfilling their part of the business contract (written or not).
There is a special chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that deals with training your customers. Yes, you can train them to pay you on time! This automatically cuts down on the amount of collections you have to do.
Second, sometimes when you call, you will uncover PROBLEMS instead of payments! Maybe your customer never got the shipment, or it was the wrong item, or for any other reason it needs to be returned, so they have put off paying for it, but never called to let you know it needs to be returned.
It is better to take care of these customer service issues now, before the debt or item is really old, and you have been trying for months to collect your money.
The best way to avoid confrontations is to give your customers a clear statement of your policies in document form, such as a Terms and Conditions of Sales. You can specify exactly how and when returns are allowed.
Realistically, nothing will 100% eliminate confrontation over these types of issues, but having your customers sign your Terms and Conditions of Sales documents gives you a strong legal leg to stand on if the lack of agreement goes as far as small claims court for you to get your money.
There is a chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that outlines setting up policy and procedures.
Do you have a Terms and Conditions of Sales document as part of your credit policy? You need one! A sample TOC is included in the book, which you can use as a base to customize your own policies.
This is not a dry complicated accounting manual. It is easy to read and easy
It is important for managers and organizations to consider a number of different factors when determing the best training delivery approach for their staff or organization. Factors include: efficiency, timeliness, consistency and appropriateness of the delivery method. The key factor for most organizations, however, is program cost. Program cost may be comprised of a number of related sub-factors, too, which may include: development costs, instructor time, materials, travel, and opportunity costs for the students and participants. All these factors can h
There is a special chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that deals with training your customers. Yes, you can train them to pay you on time! This automatically cuts down on the amount of collections you have to do.
Second, sometimes when you call, you will uncover PROBLEMS instead of payments! Maybe your customer never got the shipment, or it was the wrong item, or for any other reason it needs to be returned, so they have put off paying for it, but never called to let you know it needs to be returned.
It is better to take care of these customer service issues now, before the debt or item is really old, and you have been trying for months to collect your money.
The best way to avoid confrontations is to give your customers a clear statement of your policies in document form, such as a Terms and Conditions of Sales. You can specify exactly how and when returns are allowed.
Realistically, nothing will 100% eliminate confrontation over these types of issues, but having your customers sign your Terms and Conditions of Sales documents gives you a strong legal leg to stand on if the lack of agreement goes as far as small claims court for you to get your money.
There is a chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that outlines setting up policy and procedures.
Do you have a Terms and Conditions of Sales document as part of your credit policy? You need one! A sample TOC is included in the book, which you can use as a base to customize your own policies.
This is not a dry complicated accounting manual. It is easy to read and easy
The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. Here are seven strategies that will help you create a presentation that will differentiate you from your competition.1. Make the presentation relevant to your prospect. One of the most common mistakes people make when discussing their product or service is to use a generic pre
It is better to take care of these customer service issues now, before the debt or item is really old, and you have been trying for months to collect your money.
The best way to avoid confrontations is to give your customers a clear statement of your policies in document form, such as a Terms and Conditions of Sales. You can specify exactly how and when returns are allowed.
Realistically, nothing will 100% eliminate confrontation over these types of issues, but having your customers sign your Terms and Conditions of Sales documents gives you a strong legal leg to stand on if the lack of agreement goes as far as small claims court for you to get your money.
There is a chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that outlines setting up policy and procedures.
Do you have a Terms and Conditions of Sales document as part of your credit policy? You need one! A sample TOC is included in the book, which you can use as a base to customize your own policies.
This is not a dry complicated accounting manual. It is easy to read and easy
The American system of business management is admired and emulated around the world. The American system is characteristic of two positive traits in the American psyche: (1) enthusiasm for making things better for the future and (2) openness and willingness to change in order to achieve that end.No society in the world is more prolific at creating new businesses than the United States capitalistic system. Often, however, as small businesses owners and managers, we are so busy starting new ventures and fighting daily fires that we don’t take the time to
There is a chapter in my book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” that outlines setting up policy and procedures.
Do you have a Terms and Conditions of Sales document as part of your credit policy? You need one! A sample TOC is included in the book, which you can use as a base to customize your own policies.
This is not a dry complicated accounting manual. It is easy to read and easy to do, written to help you get results.
Third, there can be a huge fear in the mind of a business owner that if you call to collect, you risk a chance of losing that customer’s future business. You have probably invested some time and money into getting that customer, and have an established “sales relationship”. Now they have to see you as a “bill collector” too. Many business owners have their bookkeeper or other designated people make the collection calls, to side-step this issue. But if you don’t have a person to do that, then it is up to you to make the collection calls.
To put your mind at ease about this, professional collectors (referenced in my book) have said that the exact opposite is true!
To allow the customer to continue to owe you is to actually DRIVE THE CUSTOMER TO YOUR COMPETITION! To collect from them on time is the best customer service, and will ensure them to remain your customer.
There is a lot more information for you in the book, “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables”, such as steps to collection, the four steps to a collection call, and taking checks by phone.
If you are interested, there is a f.r.e.e 3 part Mini-Course “Get Your $ EZ”, available to sign up for at the web site: http://www.goldenwestpublishing.com.
The book “Get Your Money EZ, A Business Owner’s Guide to Collecting Their Receivables” is available at the web site as a PDF file, or as a print book, just click on the Business tab.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.articledump.net/article/42883/articledump-Dealing-With-Emotions-When-Calling-To-Collect-Your-Money.html">Dealing With Emotions When Calling To Collect Your Money</a>
BB link (for phorums):
[url=http://www.articledump.net/article/42883/articledump-Dealing-With-Emotions-When-Calling-To-Collect-Your-Money.html]Dealing With Emotions When Calling To Collect Your Money[/url]
Related Articles:
Poverty to Riches: Myth or Reality?
Ten Keys to a Successful Management Retreat
Writing a Cover Letter for Teachers
Bookmark it:
|