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Debt can creep up on you and take a stranglehold on your life. It leaves you hopeless, anxious, and distrusting. If you want to help these customers these are your challenges.
Debt leads (customers) are full of reasons not to commit. Your goal is to systematically remove each of those barriers.
1. Fear is the Hidden Objection
Nothing grips a debt customer like fear. They are afraid of the debt, the creditor, the collectors, and the future. You know that is going to be there on every call. Prepare your pitch to face these objections.
Unlike the typical objections customers give you these will be less obvious. They will be hidden. Therefore, work them into the normal flow of your conversations.
2. Provide Simple and Complete Debt Counseling
Nothing removes fear faster than education.
Listen you your prospects. Then break your debt solution down into small, simple, and understandable steps. Walk them through exactly what got them to this point and how you can lead them out of the woods.
Educating, not selling is the key to success. Make sure that your customer really understands everything you are explaining to them. Get them involved and participating in the process–they should end each conversation feeling more confident.
You’re job is to build trust, confidence, and hope. This is the only sales process that works.
3. Apply Pressure Only at Appropriate Times
The time will come to apply pressure. At the end of the day, most people in debt trouble don’t want to change their behavior. They don’t want to tighten spending, they don’t want to go on a payment plan, and they aren’t inclined to trust you. This is going to take some tough love–at just the right time.
I recommend applying pressure to the process, not the solution. Make your debt customers feel the sense of urgency to get you information, complete the process, and make decisions. Apply the pressure to get them on the way to recovery.