Case 1
In May 25, a food factory signed a purchase and sale contract with a supply and marketing company for imported sugar worth 5, yuan. According to the contract, the food factory pays the supply and marketing company an advance payment of 2, yuan, and the food factory shall pay off the balance of 3, yuan in three months, and the transportation shall be borne by the supply and marketing company.
after three months, the arrears of the food factory were delayed. At this time, the supply and marketing company is engaged in several businesses and needs a large amount of capital investment. In this case, the supply and marketing company has sent several letters and telegrams to urge, but to no avail. Therefore, the supply and marketing company had to send employee Zhang to the food factory to collect debts.
Zhang is not in a hurry to find Yang, the director of the food factory, but asks about Yang's behavior, personality and so on. I learned that Yang was not unable to pay back the money, but hoped to delay one day at a time and didn't want to pay back the money so quickly. Yang's son has just been admitted to a key university; Yang has a wide range of hobbies, especially calligraphy, and he has profound attainments. Some calligraphy and paintings written by himself are still hanging in Yang's home. After learning about these situations, Zhang has made an overall plan for debt collection.
On this day, Zhang made a phone call and agreed with Yang that Zhang would visit at home in the evening. Zhang arrived as scheduled, and before he was seated, he asked about the cold and warm, and he was extremely enthusiastic. After taking a seat, Zhang didn't mention debt at all, but chatted with Yang about his family. When he said that his son had just been admitted to a key university, Yang had a smile on his face. Zhang said that he also has a son, who is almost a senior three. Unfortunately, he is not good at learning. His words reveal his envy of Yang's son who is so motivated, and he patiently asks Yang for advice on how to educate his children. Yang was deeply touched by this, and Kan Kan talked about it. From time to time, Zhang agreed with some of Yang's views and expressed great emotion. After that, Zhang seemed to inadvertently lift his head, stare at the calligraphy on the wall for a while, and then turned to ask Yang, whose word is this? Yang Moulian said, "I'm flattered." Tell Zhang that this is his own work. Zhang quickly said that he also loved calligraphy and wanted to ask Yang for advice. Yang seems to have talked more vigorously with his peers. The two became more and more speculative and their feelings warmed up step by step. At an appropriate time, Zhang euphemistically said that the company was currently in great difficulty and hoped that Yang would solve the debt problem, and Yang readily agreed.
Case 2
There is a machine tool electrical appliance company in a certain city of Hunan Province, whose products are high in technology and the production and sales situation has been very good. However, the phenomenon that the payment for goods is in arrears and occupied is serious, which makes the capital turnover extremely difficult, which greatly limits the development of new products and the expansion of the production scale of best-selling products. To this end, in the second half of 25, the company decided to form a debt collection team headed by Li, the deputy manager of the business department, to clear up the arrears of payment.
on December 4th of that year, Li came to a city. In November 23, an industrial company in this city bought 664, yuan worth of electrical appliances from Machine Tool Electrical Appliances Company, and only paid 2, yuan for the goods, including 678, yuan for freight. In the past two years, the Machine Tool Electric Company has sent people to collect the arrears for many times, or the letters and telegrams have no results. Knowing that this is a bad bone, Li decided not to collect debts by conventional methods, but to take a circuitous road.
through various channels, Li made an investigation and study on the company's management mode, management status, personality and style of Wang, the main person in charge, and even scouted five subordinate branches, from which he found a lot of valuable materials. For example, the industrial company is an advanced enterprise in the region, and the production and operation of the other four branches are relatively normal except for one that has not yet been formally produced. The company has a unique experience in merging small loss-making companies. Instead of contracting its subordinate branches, the company is implementing the "layer-by-layer cost control law", which attaches great importance to Wang's exploration.
after full preparation, at 1: 3 on the fourth day, Li walked into Wang's office. "I came to learn from you," Li said. "I heard from Director Liu of the Municipal Economic Commission that you have formulated a' cost control law' and applied it to enterprise management, which is very effective. It's a coincidence that our company has worked out a method to control costs by itself, but it can't be carried out, so the company sent me to learn from you. I wonder if manager Wang will give me advice? " "There is no such thing as' teaching'. Our method is still very rough, there are still many problems, and the implementation time is not long. Now it is still in the stage of trying and changing. Excuse me, how did your company do it? " Wang is obviously very proud of his achievement and has no doubt about the real intention of the other party.
Li is also very familiar with enterprise management, so he talked about his company's "implementation plan" in a half-earnest and half-spun way. Naturally, this plan was made up by him, and he deliberately made up some "flaws" in order to attract the other party to put forward different views. Wang is very happy to see such an "unsustainable" scheme, and it is inevitable to evaluate its valuable parts and problematic links. At this time, Li listened carefully, took out a small notebook, and sometimes asked a question. In this way, the more they talked, the more speculative they became, and the deeper they talked. In the meantime, Li never mentioned the debt, and Wang didn't even know which company the other party was from. He only knew that Li and the manager were engaged in electrical appliances.
at noon, Wang declined an entertainment and warmly invited Li to a restaurant to talk over dinner. They talked about the development of enterprises from enterprise management, and Li expressed sincere admiration for the rapid growth of industrial companies under the leadership of Wang; They talked about market competition from enterprise development and the difficulty of starting a business, and both of them felt deeply about it. They also talked about life, ambition, going to the countryside (they all have the experience of going to the countryside). At this time, they have confided in each other like old friends, and they have a feeling of meeting each other for a long time.
When the wine was hot, Li told his purpose. While explaining the company's predicament (not only no rice, but also no salary), he also explained that he was also facing difficulties (he was afraid to return to the company because he had a "military order" and didn't get into debt), but he also said that he could not embarrass Wang. "You can pay at the time you think fit." Wang was very simple and generous, and immediately said: A few hundred thousand yuan is a cinch, and if you can't owe your company any more, you must solve it immediately. As a result, Li got a transfer check of 478, yuan that afternoon. Li returned to the company and recommended the "cost control law" to other responsible persons. After implementation, the effect was very good.
from the above case, we must be clear about two points. Although nice words are attractive and have their own magical functions in dunning activities, don't forget that people are more eager to be honest and treat them with true feelings; I prefer humble and honest communication. If you always try to find a lot of good words to flatter others in communication, regardless of the object, timing and scale, the return will often backfire. A friend, who is suffering from being unsociable, complained that he always tries his best to compliment and put in good words when he is in contact with people, because he thinks everyone likes to listen to good words. Who knows, many people are unwilling to make friends with him, let alone say what they really mean, and at most they just deal with it casually. Therefore, it is very important to accurately grasp the scale of compliments in communication.
Giving people a "top hat" can be tried and tested because people always like flattery. Flattery is nothing more than a compliment to others, to put it mildly, it is a compliment, or it is just a means to survive, a strategy to achieve a goal, and a skill to collect money.
the essence of the method of collecting money with a hidden knife in a smile is "being firm in the middle and soft in the outside", and the purpose of collecting debts is achieved by establishing a friendship with the debtor. In fact, hiding the knife in the smile is a tactical choice to use human nature to collect debts, which embodies the art of war thinking of avoiding reality and being empty.
using human nature to collect debts, to be precise, is a way for debt collectors to use psychological communication in interpersonal communication to create a harmonious atmosphere by establishing some trust, friendship and support with debtors, so as to achieve their goals. This is not only possible, but also a way worth studying and advocating. Generally speaking, when strangers meet each other for the first time, they are often a little nervous, which leads to anxiety and alertness. At this time, a moderate smile can create a harmonious atmosphere, reduce each other's alertness and enhance their emotional integration. Of course, it is not the goal to establish a friendship relationship of mutual trust, and the effect it produces is what we hope.
Although the "top hat" is good, its size must meet the specifications. It is unwise to be an overweight "top hat". Praise leads to honor, and honor leads to satisfaction. When people find that you exaggerate, they will feel fooled. So I would rather not compliment than exaggerate.
Too shallow compliments will ruin your reputation and lower your taste. Flattery is a despicable act, no matter from the perspective of traditional communication or modern communication. A gentleman despises it, and it is inconvenient for a villain to use it with an open flame. Even "flatterers" or "flatterers" will sneer at this behavior. Kong Old Master Q has something to say: "Clever words make the color fresh." Mao Zedong also criticized the vulgar style of "blowing and patting, pandering" many times before his death. It can be seen that flatterers are heartless and vulgar.
how to make a "top hat"? Compliments should be frank and decent, and you should be angry at the other person's pride.
People always like flattery. Even if they know what the other person is saying is flattering, they will inevitably feel complacent. This is the weakness of human nature. In other words, a person who is praised by others will never feel disgusted unless the other person says too much.
The first condition for flattering others is to have a sincere heart and a serious attitude. Words can reflect a person's psychology, so a rash attitude can easily be seen through by the other party, resulting in unpleasant feelings.
Compliments are not cheap goods that can be thrown around anytime and anywhere, because people don't care about some cheap things.
for those who don't know, it's best not to go into details first. You can't talk further until you find out what kind of praise he likes. More importantly, don't compliment others casually, some people don't buy it at all.
A "top hat" is a beautiful lie. You must do the following three things:
-Make people willing to believe and accept it. This can't say that a stupid child is a genius, which will make people feel outrageous; -Be beautiful and elegant. You can't be vulgar and condescending, which will ruin yourself and make others lose their appetite; -Don't overdo it, it's featureless, and people can see through it at a glance.