OBJECTION

"Well it it is going to brake, it will probably happen during the first 36 months or 36,000 miles"

This is more of a statement than an objection.  It can be addressed by sharing statistical information with the customer.

SUPPORT AND ISOLATE - "I can appreciate that. Is that your only concern?"

TRANSITION STATEMENT - "One of my responsibilities as a Business Manager is to make sure everyone has an opportunity to enroll in a service contract.  In fact, our manufacturer feels so strongly about this protection that they are going to send you a survey making sure you were offered this valuable protection."

NARROW QUESTION- "Do you have any idea why the manufacturer gives you only 3 years or 36,000 miles worth of protection? (NO)"

FEATURE/ BENEFIT PRESENTATION - "Over the years, the manufacturers have realized that even though there is an initial break in period for any vehicle, most repairs occur once the manufacturer's limited warranty expires.  The risk of repairs increases significantly once the limited warranty expires and as many as 92% of all repairs occur once the manufacturer warranty expires."

TRIAL CLOSE STATEMENT - "Doesn't it make sense that if most repairs occur once the manufacturer's limited warranty that it would be important to protect the vehicle beyond the warranty?"

CLOSING STATEMENT - "Based on your driving habits, I would recommend a 5 year/75,000 mile plan, but you might want to consider a 6 yr plan as well.  Which would you prefer?"

One of the best things to do with any objection is to repeat.  This will make sure you heard the objection properly and it also tells the customer you were listening to them.  Don't get argumentative with any objection especially this one.  A response like "That's not true" or "That's ridiculous" may help you win the war but you will almost certainly lose the sale.