F&I Tips is a weekly informational video series brought to you by American Financial & Automotive Services, Inc.’s F&I University (FIU). Our associates bring decades of real-world experience in the automotive industry to this F&I Tips video series, as well as our five-day intensive F&I School at our corporate headquarters in The Woodlands, Texas.
In this video, Dwayne Wiggins tells us about how you can outrun the good car objection by using the technology in the vehicles.
You go to present products; you’re talking about your service contract in your platinum plan. But earlier in your conversation you discover that you have a brand loyal buyer, and this might be the fifth one that they’ve owned and they have never had any issues with it. So before presenting the service contract you already know that when you talk to them about protection they’re going to tell you “Nope, it’s a really good car.” So if we know this in advance, let’s try to take some steps to maybe outrun that objection even during your presentation.
For example, if I know you’re a brand loyal buyer when I go to present the service contract, my opening for the service contract might even be to acknowledge that it is a good car. Here’s an example,
“You know, one of the things that is included in your platinum plan is your vehicle service contract. Now consider, we didn’t include it in there because we think you’re buying a bad car, in fact you said you’ve owned four or five of these and always had very good luck with them. But one of the reasons we are doing it is because you have a really good car with a lot of new technology to the market. So by having this protection what it allows is to protect not only the mechanical aspects of the vehicle which are pretty sound but it allows to cover all that new technology that you said you didn’t have on your last model. For example, the lane departure indicators, the parking assist, the backup camera. Everything that you picked new the car out for needs protection not only now but for the next five years of ownership that you said you were planning on having it.”
Again, that’s just an example of how to maybe outrun that good car objection when you present your service contracts.
Remember, with today’s cars with the dependability with a lot of the brands that you sell, technology is going to be one of the big reasons as to why people need to consider service contracts and go ahead and address in the fact that they have a good car when you talk about the service contract right up front will eliminate some of those objections. And that’s your tip of the week.
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|Sentence||a long time why women's hair with american financial zepa my university and this is your tip of the week but things yet present products you talk about your service contract in your platinum wire but earlier in your conversation he discovered you have a brand loyal buyer this body of the fifth wanna play ball with an air ready the issues with so before presenting the service contract you are you now older when you talk about protection or an italian know it's really good call oh we know that in my hands let's try that plagues of steps to make the outgrown that objection even during your precinct station for example if i know your brand loyal buyer when i got a present the service contracts by opening of the service contract might even be to acknowledge that it's a big hole as an example no one of the things is included in your lives of quiet horses to be of service contract that it's ever would have included there because we think you're buying a bad heart side he said the u. bolts were five of these dollars a very good luck with bo one of the reasons we are doing is because you have really good car with a lot of new technology to market sold by having this protection when allows us to protect not only the mechanical aspects of the vehicle which are bodies found that allows to cover all the new technology they use it it have on your last mile for civil way departure invaders supporting this is the back of that everything that you picked a new car out for these protection on with al but for the next five years of worship you said you were little and again that's just an example of how to radiate out wrong leg that car objection we were xavier service contracts remember with today's cars with good in the building with the law the braves a new seo technology is gonna be one of the big reasons as to why people they consider service contracts and what an address of the fact that they have a good car when you talk about the service contract right of rod will lemonade some of those objections back to the aloof ah|
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