Las tácticas evasivas de los morosos y como superarlas 2/8

Bmooc

22 Apr 201509:30

Summary

TLDRThis educational module delves into the evasive tactics of debtors and strategies to overcome them. It outlines common debtor evasions, such as claiming ignorance of debt, disputing quality or quantity of goods, and making vague payment promises. The script advises creditors on how to address these tactics, emphasizing the importance of remaining diligent, factual, and firm while avoiding emotional traps set by debtors. It also covers the 'armadillo' tactic of passivity and the aggressive approach, urging creditors to maintain composure and use objective arguments to counter debtors' maneuvers.

Takeaways

📚 The course aims to educate on tactics used by debtors to evade payment and how to overcome them.
🔎 Debtors often claim ignorance of the debt or lack of documentation to justify it.
📄 The recommended action for creditors is to promptly send a duplicate invoice, preferably via email or fax, to address the issue of missing invoices.
🤔 Debtors may introduce disputes or commercial incidents to shift the focus from their unpaid obligations.
🗣️ Creditors should allow debtors to detail their complaints without direct confrontation and request documentary evidence to counter their objections.
🤝 Debtors might make vague payment promises to alleviate pressure temporarily; creditors should maintain persistence.
💖 The 'appeal to benevolence' tactic involves debtors trying to emotionally manipulate creditors to delay payment.
📉 Threats of losing a customer are used by debtors to intimidate suppliers into granting extensions or privileges.
🕵️‍♂️ If a debtor claims to have already paid, creditors should ask for specific payment details to confront the lie.
🦔 The 'armadillo' tactic involves debtors showing complete passivity to wear down the creditor; creditors must be more patient and persistent.
💥 Aggressive behavior by debtors is an attempt to provoke a fight and end negotiations; creditors should remain calm and objective.
🚫 The 'hide and seek' tactic where debtors avoid contact with creditors requires creditors to use psychology and persistent follow-up.
😖 The 'playing the victim' tactic is used by debtors to make creditors feel guilty and offer extensions or write-offs; creditors must stay unemotional and objective.
💡 The 'broken record' tactic involves debtors repeatedly claiming they cannot pay due to lack of funds; creditors should not give up and consider installment payments.

Q & A

What is the main topic of the course discussed in the transcript?
-The main topic of the course is about the evasive tactics used by debtors to avoid paying their debts and how to overcome these tactics to effectively recover the unpaid amounts.
What are the seven phases that debtors typically try to lead the creditor through?
-The transcript does not provide specific details about the seven phases, but it implies that debtors use various evasive tactics to delay payment and relieve pressure from creditors.
What is the first common tactic debtors use to evade payment according to the transcript?
-The first common tactic mentioned is claiming ignorance of the debt's existence or a lack of documentation to support it, often arguing they did not receive an invoice.
How should a creditor respond when a debtor claims they did not receive an invoice?
-The creditor should act with utmost diligence by sending a duplicate invoice as quickly as possible, preferably via email as a PDF or by fax if necessary.
What is the purpose of a debtor presenting commercial disputes or issues?
-The purpose is to shift the focus of the negotiation away from their unpaid debt by raising issues such as quality problems with the goods, quantity issues, or poor service.
How should a creditor handle a debtor's claim of a previous complaint that was not resolved?
-The creditor should ask the debtor if they had raised the complaint before or if it's the first time they are mentioning it when asked to pay the invoices. The creditor should also request documentary proof of the complaint.
What is the debtor's objective when making vague payment promises?
-The objective is to relieve the pressure from the creditor temporarily and buy time, without committing to a specific payment date.
How should a creditor respond to a debtor who appeals to their benevolence?
-The creditor should let the debtor explain their situation and then redirect the conversation to finding a fair payment arrangement that the debtor can commit to.
What is the tactic of threatening to stop buying from a supplier, and how should a creditor respond?
-This tactic is used to intimidate and pressure the supplier into granting delays or privileges. The creditor should check the customer's purchase history and not allow commercial blackmail, maintaining firm and polite claims for payment.
What should a creditor do if a debtor claims to have already paid?
-The creditor should ask for details about the supposedly sent check, such as the issuing bank, check number, account number, and amount, to confront the debtor with their own lie.
What is the 'armadillo' or 'cachicamo' tactic, and how should a creditor handle it?
-This tactic involves the debtor adopting a passive attitude, remaining unresponsive to the creditor's claims. The creditor should be even more patient and persistent, continuing to make claims until they get a reaction from the debtor.
How should a creditor deal with an aggressive debtor who tries to provoke a fight?
-The creditor should avoid getting into arguments or confrontations, maintain calm, and use objective arguments to continue the negotiation.
What is the 'hiding' tactic used by debtors, and how can a creditor maintain pressure?
-The debtor hides from the creditor, avoiding phone calls and meetings. The creditor should use psychology for follow-up, vary the times and days of phone calls, and consider personal visits, letters, and emails to maintain constant pressure.
What is the 'broken record' tactic, and how should a creditor respond?
-The debtor repeatedly claims they cannot pay because they have no money. The creditor should not give up, but instead, assume that all debtors have some income and propose a fractionated payment plan if necessary.
How should a creditor act when a debtor tries to make them feel guilty or emotionally blackmail them?
-The creditor should remain unemotional, use objective arguments to counter the debtor's claims, and not fall into the trap of offering extensions or write-offs.

Outlines

00:00

📚 Introduction to Debt Recovery Tactics

This paragraph introduces a course on debt recovery, focusing on evading tactics used by debtors and how to overcome them. The speaker outlines the purpose of the course, which is to provide knowledge to recognize and counteract the evasive maneuvers of debtors. It mentions a seven-phase strategy to deal with debtors who use various tactics to delay payment and avoid creditor pressure. The paragraph also lists common evasive tactics such as claiming ignorance of the debt, lack of documentation, and disputes over product quality or service.

05:00

🛡️ Responding to Debtor's Evasive Tactics

The second paragraph delves into specific strategies for dealing with debtors' evasive tactics. It suggests acting with diligence by quickly sending a duplicate invoice to counter the claim of non-receipt. For disputes, it advises allowing the debtor to detail their complaint without direct confrontation and then requesting proof of the claim. The paragraph also covers how to handle ambiguous payment promises, appeals to the creditor's benevolence, and threats of losing a customer. It emphasizes the importance of maintaining composure, using objective arguments, and not succumbing to emotional blackmail or commercial pressure from the debtor.

Mindmap

Keywords

💡Tacticas Evasivas

The term 'Tacticas Evasivas' refers to the evasive strategies used by debtors to avoid paying their debts. In the video's context, it is central to the theme as it discusses various tactics debtors employ to evade payment and how creditors can overcome these. An example from the script is when it mentions that debtors might claim ignorance of the debt or lack of documentation as an evasive tactic.

💡Deudores

Deudores translates to 'debtors' in English. The video's theme revolves around understanding the behavior of debtors and how they attempt to avoid fulfilling their financial obligations. The script provides examples of debtors using tactics such as claiming they did not receive an invoice or disputing the quality of goods to delay payment.

💡Acreedores

Acreedores are 'creditors' in English. The video is designed to help creditors acquire knowledge to recognize and overcome the evasive tactics of debtors. The script outlines the actions creditors should take when faced with various tactics, such as sending a duplicate invoice promptly to counter the claim of non-receipt.

💡Incidencias Comerciales

Incidencias Comerciales refers to 'commercial incidents' or 'disputes.' In the script, it is mentioned as a tactic where debtors try to shift the focus of negotiation from their unpaid debt to issues like product quality or service to gain leverage and delay payment.

💡Promesas de Pago

Promesas de Pago translates to 'payment promises.' The video discusses how debtors may make vague promises to pay as a way to alleviate pressure from creditors temporarily. An example from the script is when it describes the debtor's tactic of making non-specific promises to buy time without committing to a payment schedule.

💡Benevolencia

Benevolencia means 'benevolence' or 'kindness.' The script describes a tactic where debtors appeal to the benevolence of creditors by trying to evoke emotions and create confusion to delay payment. The creditor's action in this case is to let the debtor express their situation and then redirect the conversation towards finding an equitable payment agreement.

💡Amenazas

Amenazas are 'threats.' The video mentions that debtors may threaten to stop doing business with a supplier as a way to pressure them into extending payment terms or granting privileges. An example is when a debtor claims that the supplier will lose a customer if they continue to press for payment.

💡Engaño

Engaño means 'deception.' The script discusses a tactic where debtors may lie directly to creditors, claiming they have already paid when they have not. The creditor's response should be to confront the debtor with the details of the supposed payment to expose the lie.

💡Armadillo/Cachicamo

Armadillo or 'Cachicamo' in Venezuelan Spanish refers to a 'turtle' or 'hedgehog' tactic, where debtors adopt a passive stance, showing no reaction to the creditor's demands in hopes that the creditor will give up and move on to more profitable matters. The script suggests that creditors should be even more patient and persistent in their claims.

💡Conducta Agresiva

Conducta Agresiva translates to 'aggressive behavior.' The video describes a tactic where debtors become aggressive to provoke a fight or end negotiations, aiming to break off the dialogue. The creditor's action should be to avoid confrontation, maintain calm, and use objective arguments.

💡Psicología

Psicología means 'psychology.' The script suggests using psychological tactics in debt collection, such as varying the times and days of phone calls to maintain pressure on the debtor. It is also mentioned in the context of making the debtor feel guilty or using emotional blackmail to gain concessions.

💡Disco Rayado

Disco Rayado is a term that metaphorically refers to a 'scratched record' where the debtor repeats the same excuse of not being able to pay due to lack of funds. The script advises creditors not to give up and to consider that even small payments can eventually cover the debt, rather than accepting the excuse of inability to pay.

Highlights

Introduction to the course on debtor evasion tactics and how to overcome them.

Exploring the 7 stages debtors use to evade payment and various evasive tactics.

Debtors often claim ignorance of the debt or lack of documentation.

Creditors should act diligently by promptly sending a duplicate invoice to overcome delays.

Debtors may present commercial disputes to shift the negotiation focus away from unpaid obligations.

Creditors should let the debtor detail their complaints without direct confrontation.

Asking for proof of previous complaints to counter debtors' objections.

Debtors make vague payment promises to alleviate short-term pressure.

Creditors should continue to exist and not allow the debtor to evade payment.

Debtors appeal to the creditor's benevolence to delay payment emotionally.

Creditors should agree to help find a fair payment method after the debtor explains their situation.

Debtors threaten to stop buying to intimidate creditors into granting delays or privileges.

Creditors should check the customer's purchase history to assess the validity of the threat.

Debtors may lie about having already paid to deceive creditors.

Creditors should ask for payment details to confront the debtor's lie.

The 'armadillo' tactic where debtors adopt a passive stance to tire out creditors.

Creditors should be more patient and persistent than with regular debtors to get a reaction.

Aggressive behavior from debtors to provoke a fight and end negotiations.

Creditors should avoid getting into arguments, stay calm, and use objective arguments.

Debtors play hide and seek to avoid creditor pressure by being unreachable.

Creditors need patience, persistence, and a mix of phone calls, visits, and emails for follow-up.

The 'psychological pain' tactic where debtors make the creditor feel guilty to get extensions or write-offs.

Creditors should stay unemotional, use objective arguments, and not fall for the trap of giving moratoriums or write-offs.

The 'scratched disc' tactic where debtors repeatedly claim inability to pay due to lack of funds.

Creditors should not give up, as all debtors have some income and can pay the debt in installments if not in one lump sum.

Conclusion and thanks for attention, with an invitation to the next session.