13 Collections Call Objections (and scripts for each)
I wish the entire call was as easy as the first 30 seconds. Confirming the person on the other end and stating why you’re calling are easy. What comes next, you have no idea.
In a matter of seconds, you need to blunt their knee jerk reaction, mentally process the objection, and say something moderately intelligent to get them talking for 30 more seconds.
| Dimissive Objections | 1. Don’t Have Time To Talk 2. Need To Ask My Spouse 3. Don’t Know What You’re Talking About 4. Don’t Trust Collection Agencies 5. Thought You Were Someone Else 6. Hang up |
| Situational Objections | 7. Can’t Pay Right Now 8. I’ll Pay Later or Tomorrow 9. Having Financial Issues 10. Lost My Job |
| Resistant Objections | 11. Not Paying That 12. Don’t Owe This 13. Already Paid |
3 Steps to Handling Objections:
Step 1: Agree with the objection
Objections are often a reaction to the interruption, not your ask. When you agree with the objection, it feels dumb to keep fighting someone who isn’t fighting you. That gets them listening instead of reacting.
Step 2: Incentivize Conversation.
You still don’t have enough information to handle the objection and they’re still not comfortable enough to hear you out. So get them talking and incentivize them to share more.
Step 3: Sell The Test Drive.
So here’s the trick, you still don’t want to ask for a full payment immediately. If you do that, red alert defense mode goes right back up. You want to sell the test drive (getting a plan in place).