OBJECTION

"I trade every tow or three years so I won't need one."

Before attempting to overcome this objection, it is important to know how many miles the customer plans to drive, how they are handling the balance and if they normally trade or sell the vehicle in 2-3 years.  This objection becomes much easier to overcome if the customer drives beyond the manufacturer warranty and/or is financing for over 3 years.

SUPPORT AND ISOLATE - "Ordinarily that would be my conclusion too, is that your only concern?"

TRANSITION STATEMENT - "Many customers like you also felt that a service contract was not necessary due to the fact that they only keep a vehicle a short period of time but they found that like most people there were interested in just two things when they purchased a vehicle.  They wanted trouble free driving and the highest possible resale value when they traded or sold the vehicle."

NARROW QUESTION- "Can I assume you want the same tow things?"

FEATURE/ BENEFIT PRESENTATION - "Over the years we have found that the best way for you to receive trouble free driving and the highest possible resale value when you sell or trade the vehicle is by enrolling in a service contract.  Even though you intend to trade soon, your circumstances could change and it would make sure you are not responsible for the cost of repairs.  Also if you sell your vehicle it will make it easier to sell and make your vehicle worth more to the next owner because you can transfer it to him or her."

TRIAL CLOSE STATEMENT - "Can you see how enrolling in the service contract will make your vehicle worth more and protect you against the cost of repairs should your manufacturer warranty expire before you trade the vehicle in?"

CLOSING STATEMENT - "Would you like a plan with a $50 or $100 deductible?"

There are many different ways to overcome this objection.  However, conducting a good interview is just as important as what technique you choose.  The interview will provide you with information regarding trade cycle, annual mileage, how many months the customer will be financing, and how much of an initial investment the customer has provided.