Make your customers see your stops as a privilege by repeating a short speech
Bruce Holsinger is among the best collectors in his region. He says his secret isn’t quite that secret.
He makes sure he tells customers his payment policy upfront, and reminds them that having a truck account is a privilege. If they want to keep that privilege, they need to hold up their end of the deal.
He doesn’t just do that when he opens a new account, he gives his 15-second speech nearly every time he closes a new sale. This reminds the customer and everyone who overhears him that Holsinger is dead serious about getting paid on time.
In fact he recites his payment policy so often, he has customers that have it memorized and will recite it to new customers on the truck, often giving Holsinger a chuckle.
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