OBJECTION

"I can get it cheaper somewhere else." (Credit union, Insurance company, Internet, etc)

This objection tell you that the customer wants a service contract, so your main objective is to show him or her why he or she would want your product instead.  Sell the benefits of your product while creating doubt in the customers mind about the product he or she was considering.

SUPPORT AND ISOLATE - "That's a good point, you can get a service contracts from other insurance company/credit union/or the Internet. Is that your only concern?"

TRANSITION STATEMENT - "I understand how you feel, many people who eventually bought here felt the same too, but they found that even though the program was less expensive elsewhere it was not the best product for their vehicle."

NARROW QUESTION- "Getting value in return for your money is important to you isn't it?"

FEATURE/ BENEFIT PRESENTATION - "We looked at products nationwide for years before we chose to offer the plan we have here.  We would never want our good name to be associated with a policy that didn't perform.  This policy is insured by billions of dollars and lets you choose the repair facility as long as the work is performed by ASE Certified Technicians.  Hopefully, you will allow us to do the work so you know that ASE Certified Technicians performed the repairs meaning the quality of repair will be extremely high.  Also most dealerships will honor this plan so you never have to pay for a repair upfront and be reimbursed which is common with the plan you are considering.  And it a repair facility does not accept it, then they will pay for the repair with a credit cad, so you don't have to."

TRIAL CLOSE STATEMENT - "If you are considering enrolling in a service contract, as you told me a moment ago, doesn't it make sense to enroll here so you can be sure to get the best value in return for your investment today."

CLOSING STATEMENT - "Would you prefer a 75,000-mile plan or a 100,000 mile plan?"

Usually the customer has already looked into the service contract at one of the above places and the price was less.  The best way to overcome this objection is not to guess as to what the policy covers or doesn't or what it will do or won't do. be the authority and have copies of the competitor contracts, terms and conditions.  Don't attack the product - show the customer the difference and why your plan is better.