Episode 4: Inside Vehicle Service Contract Sales – Overcoming Common Customer Objections

Episode 4: Inside Vehicle Service Contract Sales – Overcoming Common Customer Objections


(upbeat music) – Did you know that a
recent Assurant study revealed that 92% of the respondents knew of the vehicle service contract, but only 37% of them
actually purchased one? My name is a Nick and
I’m a National Training Consultant with the Performance Institute at Assurant Global Automotive. You know what to do to
get that 37% higher? Some dealers find it hard to convince potential service
contract buyers to commit because they fail to engage them in illustrated dialogue. To convince customers for the need for the coverage, gaining agreement that factor warranties do expire, and breakdowns do occur, and repairs are expensive, especially with the
technology in vehicles, is key to the presentation. At Assurant, we have helped thousands of financial services managers master this dialogue selling approach. Not only for its positive role in customer satisfaction and customer loyalty, but for its impact on
dealership profitability. (upbeat music)

About the Author: Michael Flood

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