“We are kept from our goal, not by obstacles, but by a clear path to a lesser goal.” ~ Robert Brault
In selling, as in cash recovery, there can be a degree of resistance. The customer will never hear the logic of your argument unless you first neutralize the feeling associated with his objection to pain.
Specifically, when a slow-paying or non-paying customer disagrees with you, you should always agree with him. What you are agreeing with is his feeling, not the refusal to pay.
For example, when your customer doesn’t see why they should pay the interest charge, late charge, shipping charge, or any other charge, you simply say, “That is a perfectly reasonable objection and you are not the first to bring it up. I am going to do my best to explain this in a way that makes sense to you. OK?”
If you are comfortable, say this part of it twice. You are anchoring in your customer that you are on their side. Then explain the reason your company charges these late charges, shipping charges, etc. The difference this technique makes is amazing.
Please visit Dynamic Legal Recovery’s website or call us at 877-777-7564 for your complimentary evaluation.