OBJECTION

"I could do a lot of repairs for the price you are asking for the service contract."

This is a cost versus value objection and is really more of a statement that an objection.  The customer is saying he or she doesn't see the value in the price you are asking for the service contract.  The best thing to do is to educate the customer as to the potential cost of repairs.

SUPPORT AND ISOLATE - "That is a good point, I am glad you brought it up. Is price your only concern"

TRANSITION STATEMENT - "I understand how you feel, I've talked to others who have felt the same way, but they found that even though the service contract seemed expensive, it was also possible that the cost of repairs could more than cover the cost to enroll today"

NARROW QUESTION- "Did you get a chance to visit our service department? (if the customer says yes, then ask the next question, If he or she says no, then tell them the labor rate.)  Did you notice our labor rate posted there?"

FEATURE/ BENEFIT PRESENTATION - "Parts and Labor Comparison" Click here

TRIAL CLOSE STATEMENT - "Can you see how eight hours worth of repairs could more than cover the cost of $1473 to enroll today?"

CLOSING STATEMENT - "Would you prefer 5 or 6 years worth of coverage?"

In addition to the Parts and Labor Comparison, supporting documentation can help overcome this objection.  This could include Repair Orders showing retail cost figures for repairs, component parts, Testimonial letters, brochures and any other literature which supports the sale of a service contract.