如何卖Extended Warranty

A value-add service, not an extra fee service

The sales approach needs to change from a negative where the consumer gets the impression that the product will break down, to one where the consumer is given a choice. It’s a fallacy to thing that we’re selling consumers something they don’t want. What we’re doing is selling them a comfort zone, be it one year, three years or five.

Educates customers on the benefits of extended warranties is to show them the number of repairs the company processes, which can be as many as 250 in one month, then shows them how much money was spent on these repairs.

Consumers are more prone to buying extended service contracts for hedonic (pleasure-related) products such as game controllers than for utilitarian products like printers.

 

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