Written by Hector Bosotti
National Trainer & Consultant
Wye Management
Start reducing the number of objections you get when trying to close the sale of a product or protection plan by following these two steps:
Step #1: Start tracking the nature of your objections on your delivery log. (spreadsheet) By the end of the month, you should start seeing a trend with the nature of your objections. For example, the most common objection regarding registering an extended warranty indicates that “COST” was the most common objection.
Step #2: Research your favourite rebuttal for a “COST” objection to registering an extended warranty and insert it in your presentation. In other words, be pro-active and overcome the objection before you get one when closing. Here is an example:
“…Imagine picking up your vehicle from our service department after the comprehensive warranty had expired and was faced with a $1500 repair bill. Most people would pay the bill using their credit card at 18% or greater. My concern would be this; if you were payment sensitive now, how comfortable would you be trying to pay off the repair bill on top of a vehicle payment? If you just paid $100 a month towards your credit card account, it would take you 15 months to have your account balance return to where it was the day you picked up your vehicle - and that doesn’t even include the interest! Most people will find $34 per month or about a dollar a day much more affordable than coming up with an extra $100 plus. Let’s register a plan for you. I’ve never had a customer complain that they had registered a warranty, but many come back later when it’s simply just too late. Which one will work best for you?”
You should start enjoying immediate results with this proven two-step strategy. In some cases, you might need to add another rebuttal or change the one you picked. Best of luck and wish you great selling.
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