OBJECTION

"I'll just get it later."

This objection is very much a stall.  It is important to recognize that the customer rarely intends to come back and buy a service contract later.  It is important to create urgency to enroll.

SUPPORT AND ISOLATE - "Certainly you can do that, so obviously you are interested in coverage, correct? Is getting it later your only concern?"

TRANSITION STATEMENT - "I understand how you feel, others have felt the same way, but they found that if they were interested in the protection it was better to enroll in it today as opposed to waiting later because it would save them money"

NARROW QUESTION- "And is saving money important to you Mr. Customer?"

FEATURE/ BENEFIT PRESENTATION - "As the price of parts and labor continue to increase, naturally so does the price of service contracts.  We have annual and sometimes semi-annual price increases.  In addition, as a vehicle gets more miles and the cost of the service contract goes up due to surcharges whether because the vehicle is nearer the end of the warranty period.  And, it is also possible that the vehicle would qualify for less coverage than it does right now so today will always be your best value."

TRIAL CLOSE STATEMENT - "When you consider the price increases, the fact that you may qualify for less coverage later and the fact that the only time to include the coverage into you monthly payment is today, doesn't it make sense to enroll in the coverage today rather than getting it later?"

CLOSING STATEMENT - "Would you like the Preferred Plan or the Value Plan"

Remember that this is usually an excuse, not an objection.  Until you perfect your response, customers will continue to say this because  we have a difficult time creating urgency and overcoming it.