Customers may be hesitant to pay extra for a service they feel they may not need, or may not fully understand. However, with a strategic and empathetic approach, you can effectively address these objections and boost your protection plan sales.
As salespeople, we know the reality of the products we sell – accidents happen to furniture and a percentage of appliances experience breakdowns, and the economy has absolutely nothing to do with that fact.
Inflation is on top of a lot of minds these days, but your customers probably haven’t considered how it’s impacting their warranty plan.
If we start shifting our mindset away from the idea that a claim on a broken unit is a bad thing, we can begin thinking about how Protection Plans are actually great for your service department.
Success in Protection Plan selling is all about how you offer it. Regardless of if you are selling a power recliner or a washing machine, the key is to identify what matters the most to your specific customer and recommend coverage that’s right for them.
As we all strive to return to normalcy in this post-coronavirus world, we examine how consumers might approach the decision to add protection plan coverage to their purchase.
Raise your hand if you’ve heard this one before when it comes to running a retail store: “Good help is hard to find, and even harder to keep!”
Product protection margins played a major role in affording one Nationwide member the confidence to chase his dream of opening a new location.