HOW TO SELL BIG AND WIN BIG
Before you can sell DentGuard, you have to know everything that makes DentGuard the best dent protection plan in the industry.
KNOWLEDGE IS POWER — STUDY UP
Know what DentGuard offers, and how it makes the customer’s life easier now and down the road.
DESTINATION DENTGUARD RESOURCES
THE RIGHT ANSWERS EQUAL MORE SALES
Close more DentGuard sales by honing the perfect pitch and properly addressing a customer’s objections.
Clearly explain the difference between invasive body shop repairs and PDR. Not only will there be a difference in the amount of time and possible damage to factory finish, but the out-of-pocket cost is higher with traditional body shop repairs.
Emphasize the possibility of major value, with no deductible for qualified repairs and no limit on the number of repairs during their term.
Reinforce the lifetime guarantee through this program as opposed to technicians outside of our network.
Remind them to maintain their vehicle’s value by avoiding Carfax reporting and keeping the vehicle free from dents and dings at trade-in time.
MAKE YOUR PITCH PERFECT
Want to see how your DentGuard pitch compares to your peers? See masters of the trade in action and maybe learn something new!
Above all, make your pitch your own!
OBJECTION HANDLING EXAMPLES
Be more than knowledgeable! Look ahead and be ready for tough, but common questions ahead of time.
1. PAY FOR IT NOW, PAY FOR IT LATER:
F&I Manager: Wouldn’t you agree that it is reasonable to accumulate 5 dents in the next 5 years, one dent a year?
Customer: Yes.
F&I Manager: If you take your car to a body shop, it could set you back $1,700-$1,800 dollars and ruin your factory finish. If you use our method (PDR), it could cost you $600-$700, or you can pay $XX per month. You can pay for it now or pay for it later, either way you’re going to be responsible for that damage.
2. INSURANCE CLOSE:
Customer: But won’t my insurance company cover that?
F&I Manager: Yes, they will but it will cost you more…
EXPLAIN INSURANCE DISADVANTAGES:
1. [Customer], you would have to get at least 2 to 3 dents to exceed your insurance deductible and file a claim with your insurance company.
2. You would have to stare at your unsightly dents every day for months or a year until you meet your insurance deductible.
3. Then, you must pay your insurance deductible.
4. Filing a claim could cause your premiums to go up.
5. Next, you must find time to drop your vehicle off at the body shop, where they could alter the factory finish of your car.
6. You could pay $35-$70 per day in rental fees while your vehicle is at the body shop.
7. Worst of all, the insurance company must send the report to CarMax.
8. Altogether, going through your insurance company could end up costing you $1,500-$2,000 in out-of-pocket expenses and depreciation.
Use the evidence manual to show the cost difference.
THEN COMPARE TO DENTGUARD ADVANTAGES
- Or, you could pay $15 a month
- Plus, we pay your deductible in the case of hail
CLOSE
- What is an easier payment to make?
GOOD LUCK AND GOOD SELLING!
vote and make us shine again in 2024
Want to see how your DentGuard pitch compares to your peers? See masters of the trade in action and maybe learn something new!
