Making the Dreaded Collections Call

If you’re looking for discomfort, skip the dentist—just make a collections call.

As sales reps, this one ranks right behind the “We screwed up your job” call. At least that one feels personal. This? Not your fault, not your department, and yet, here you are—cringing through it.

You think:

• “This isn’t sales.”
• “This isn’t fair.”
• “Can’t we let it slide a few more days?”

But it’s part of the job. Hidden in the fine print of every sales role is: “Must occasionally chase overdue invoices and pretend to like it.”

Here’s how to make it easier (not easy—just easier):

1. Call early. Day 31 on Net 30 terms. Not Day 41. Customers test boundaries. Set yours early, and they’ll respect it.
2. Be direct. “I’ve been asked to check in on your payment status.” No sugarcoating. No tap dancing. Most customers will understand.
3. Handle new orders with caution. Yes, you want the sale. But you’re also representing the company. If Accounting says no new orders until payment is in—stick to it. Be firm. Be fair.

Here’s a line that works well:
“It’s important we stay current so that I can always be there when you have a rush. I want to earn your business for years—not just today.”

A good customer is as important as a good vendor. But they’ve got to hold up their end, too.

New to sales? The Sales vault now includes a 90 Day New-to-Sales Program at no extra charge. Go to SalesVault.pro for more information or call Bill at 781-934-7036

The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.