The next VDTA/SDTA Convention & Show will be in
New Orleans, LA
February 27 - 29, 2012
at the Ernest Morial Convention Center

Member Benefits

Get more out of every sale with Extended Service Plans

The foundation for successful Extended Service Plan sales starts with good product knowledge. An associate who understands the features, benefits, and coverage can offer the plan to consumers with confidence. Sales associates are successful when they ask questions and listen to their customer’s needs.

For example, one should understand why the customer is buying the product in the first place. Are they replacing a defective product? Do they value convenience and ease? Do they place a high value on reliability? Once an associate can gauge the customer’s needs they are in a better position to explain how the Extended Service Plan will help them.

Successful sales associates introduce the Extended Service Plan early in the sales process and continue to mention it throughout the sales process. Sales associates that only bring it up at the end of the sales process are generally less successful.

It is critical that the sales associate incorporate the subject of the warranty into the discussion from the beginning, weaving the idea of extended warranties into the conversation.

The key is to mention the extended warranty early and often, and not be afraid to ask for the sale. It should really be up to the consumer to decide if the extended warranty makes sense for them.

Extended Service Plans continue to be an important source of income for retailers. As the cost of operating stores continues to rise, retailers are under increased pressure to provide competitive prices and a high level of customer service in an effort to remain competitive. Yet they need to be able to generate enough revenue to remain in business.

Under these circumstances, Extended Service Plans provide a great solution. They deliver a high degree of customer service and without the inventory costs associated with hard goods.

For more information about the VDTA/SDTA warranty program, call 1-800-431-5843, extension 6221.

Reprinted from Central Vac Professional, September 2008