OBJECTION

"I had on on my last vehicle and never used it."

The fact that the customer bought a service contract previously is a positive thing, not a negative.  The customer perceives that the fact that they didn't use it is a negative.  It is the Business Manager's role to show them otherwise.

SUPPORT AND ISOLATE - "That is a good point. I am glad you brought it up.  Is the fact that you had one on your last vehicle and never used it 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 they didn't use the service contract on the last vehicle it wasn't really a bad thing. In fact a service contract works exactly like existing coverage you already have that you hope you don't use as well"

NARROW QUESTION- "Would you consider purchasing a new vehicle without having full coverage insurance protecting it?"

FEATURE/ BENEFIT PRESENTATION - "Physical Damage Insurance Comparison" Click here

TRIAL CLOSE STATEMENT - "Doesn't it make sense that if you are going to spend $4,000 over the next five years to protect the outside of your vehicle, to also invest $2,000 to protect the more than 13,000 parts inside your vehicle?"

CLOSING STATEMENT - "Which plan would work best for you, the preferred or the value?"

The Physical Damage Insurance Comparison is one of the best techniques for justifying the value of a service contract.  When used properly it can address virtually any value, cost, or need related objection.  All Customers have protection they hope they never use such as. disability, fire, theft, homeowners, and of course car insurance.