Your #1 source for auto industry news and content


Addressing the Customer’s Repair Contract Concerns

On today’s Tip of the Day, Becky Chernek talks about creating a roadmap for yourself so that you can easily respond to customers when they have questions regarding the purchase of a service contract.


Welcome to the Tip of the Day on CBT. I’m Becky Chernek. Now, if you want to close more product sales, you need to create a roadmap for yourself. We hear the same objection every time. The customer isn’t going to take advantage of a service contract. They want one before and it never covered anything, or they have the manufacturer’s warranty. They just don’t see the need in a service contract. What’s the solution? What’s your response going to be? A word track doesn’t have to mean robotic. You want to come across naturally. You are genuine in your approach. Address the reason behind the objection with a thought-out response that gets to the heart of the customer’s concern and you’ll win the customer over hands down every time.

Becky Chernek
Becky Chernek
Rebecca Chernek has nearly three decades of consulting experience in the automotive retail industry. She started her career by working with her father at their family-owned auto dealerships in Have De Grace, Maryland. She gained hands-on skills and experience in almost every aspect of the automotive sales process: new used cars and trucks sales, F&I, Director of Finance for volume operations and general management. Rebecca has helped hundreds of automotive car dealers throughout the U.S. and Canada streamline their processes and closing techniques and significantly increase profits.

Related Articles

Manufacturers In This Article

More Manufacturer News

Latest Articles

From our Publishing Partners