The myth of handling objections
"Hello Eduardo, the biggest problem my collectors have is that they lack to know how to handle the debtor's objections"
"Hello Juan, in handling objections there is a lot of myth, as we say in Argentina there is a lot of 'verse', as if it were a mystery, as if a special magic was needed to answer everything that occurs to the debtor and it is very Simple, the key is, as always in collections, the collector.
It is common for a debtor to claim past due debt to express excuses or objections to justify non-payment on the one hand and not being able to pay forward on the other, in this way he thinks that he is buying time until management becomes more complicated. or that generates greater harm, such as going to a lawyer, for example.
Knowing this, the collector must change the way he views the subject. And the way to change is as follows: Any excuse that the debtor uses is regarding his life, not regarding his debt to us.
And any inconvenience regarding his life is a matter for him, he must solve it, because it is what he corresponds to do as responsible for his family or his business or his job.
Having less income or higher expenses that prevent you from meeting the commitments previously assumed is a problem that you must solve to continue living, developing, relating to society in general and the community where you live and work.
The debt with us goes beyond the solution to its dramas, it is more, regularizing it until it has one less problem to think about.
Therefore, whatever difficulty the debtor mentions, the collector must separate it from the debt.
The debtor tells us the justification for not paying us (I did not get paid yet, sick wife, the car crashed, they took away my overtime, I am out of work, my salary is not enough, a water pipe broke and I had to fix it urgent, whatever. As you will see, we are not employers, doctors, platers or plumbers to solve your life.
What we are is credit providers, therefore what we do is, for example, we offer help to the needs of others. And of course we want and it corresponds to collect it.
Any of those objections or excuses will be largely true, they will also be more or less important, well, regardless of them, that is, separating them to one side, the debt with the financier exists the same, or the family member will remain ill, the pipes will continue breaking, life goes on and for years to come and the debt with us must be solved the same and it must be done quickly, imagine that if I had to wait for the problems that the debtor has to be solved to be able to collect I am "fried", " baked "," shot "and I do not know what other bullshit.
In short, whatever he tells me, whatever happens to him, the only thing to do when they give us excuses and objections is to put the issue aside and motivate him to get the money to pay us, the problem will follow. in time or not but one has to charge the same and soon.
There it begins to emerge that the debtors who made excuses as a screen to stop you realize that they had no effect because the collector, by continuing with his collection request, produces the payment offer to get rid of the "insensitive" but effective collector..
Lastly, the collectors must be made to repeat this phrase «I am sorry for what you are saying or I understand your situation, or I understand how you feel, but the debt exists and it has to be solved quickly, how much money will you raise for tomorrow ?. Does Juan serve you? »
"Yes Eduardo, thank you very much, I will implement it"
What you have just read serves to answer debtors' excuses and objections, you just have to be encouraged to implement it.
Again I reaffirm that the key to charging more is in the collector.
Until next time.
