Third Option Close Flashcards
Customer Declines All Options:
No problem, let me get your paperwork started…
Keyboard
Opening:
Miss Smith, I’m a little curious; what is it about the Service Contract that concerns you?
Customer: The cost.
I understand how you feel, it’s hard to justify the cost if you can’t see the value.
To see if this may be cost effective for you, do you mind if I ask you a few questions?
Customer: Sure.
(Before Cust. Response)
To see if this may be cost effective for you, do you mind if I ask you a few questions?
Did you know your vehicle comes with 4-5 different warranties?
Customer: No.
Do you mind if I explain?
Customer: Sure, go ahead.
CLICK TO OPEN SALES TOOL
CLICK (1)
CLICK TO OPEN SALES TOOL
You have a 12 month or 12,000 mile prorated warranty on your battery and tires.
CLICK (2)
You have a 12 month or 12,000 mile prorated warranty on your battery and tires.
Along with the 4 year or 50,000 mile LIMITED WARRANTY your salesperson told you about.
CLICK (3)
Along with the 4 year or 50,000 mile LIMITED WARRANTY your salesperson told you about.
You also have 4 years of POWERTRAIN Coverage.
CLICK (4)
You also have 4 years of POWERTRAIN Coverage.
And 7 years of RUST and CORROSION protection.
Set-Up:
And 7 years of RUST and CORROSION protection.
Did you ever wonder why the manufacturer only gives you 50,000 miles of coverage?
CLICK (5)
Did you ever wonder why the manufacturer only gives you 50,000 miles of coverage?
Well they have found that the frequency of repairs increases at about 50,000 miles.
CLICK (6)
Well they have found that the frequency of repairs increases at about 50,000 miles.
You told me you plan on keeping the car for 5 years and will be driving 15,000 miles per year.
If the manufacturer gave you an option of having coverage for the first two and a half years…
CLICK (7)
If the manufacturer gave you an option of having coverage for the first two and a half years, or…
…Or the second two and a half years when it would be more cost effective…
…CLICK (8)…
…which would you choose?
