Bindu Hardware’s sales team faced a great problem: collect over 10 million in account recievables within the next 8 days.Â
They had a list of debtors but they were confused. They had the motivation but not the skills.Â
So i first made them categorize their parties based on amount due. Then based on location or route for visit. Then based on degree of threat posed.Â
I asked them to think for patterns in:
- behavior
- speech
- business volume
- switches to be convinced: what would trigger “Yes i will pay now” response
After that i made fold a piece of paper into the number of days to the final deadline of collection. Then i told them to make a countdown.Â
To each day i asked them to write down the name of the parties they will call and visit.Â
Parties will agree to pay:
1. When you just call
2. When you visit
3. When you listen to their problems/complaints and offer solution
4. When you solve their problems/complaints
5. When you offer them schemes
As you move lower in the above lists, it takes longer to get to say. “i will pay now.”
After this exercise they were clear about how to achieve their targets.Â
Now this was the techniques part. The motivation part was still left. “Why should i do this mad task?”
I worked with them through various success models, and analogies that hit button like:
1. The company needs you now
2. Success today is like a track record. This is an opportunity to prove yourself
3. you are the best that is why you are given this challenging task
Soon they understood the methods to succeed. Now they are into the game.
