The next section of the script is Coverage & Benefits. It is the longest section of the script so don’t sound like you are just reading it or buyers will get bored and disengage. You will want to go through this section like you are having a conversation with your buyer.
Really build value in the CERTIFIED program throughout this section by signaling that this plan is different than STANDARD plans.
OK, since the inspection has been waived, we can get the (CAMRY) qualified for a CERTIFIED plan that will pay for the cost of covered repairs for as long as you want to keep it. And that’s with a ($100) deductible.
Your program is going to pay for parts and labor minus the deductible on all covered repairs to the major systems of the vehicle. For example:
➢ The ENGINE: that includes all its internally lubricated parts.
➢ The TRANSMISSION: and all of its internally lubricated parts.
➢ The DRIVE AXLES: front and rear
➢ The AIR CONDITIONING system: including the compressor and condenser.
➢ And, really important, the ELECTRICAL: things like the starter motor, alternator, power window motors, etc.
That gives you an idea of how comprehensive the coverage is. You’re still responsible for the maintenance like oil changes, brake pads, tires etc.
Now, when the (TOYOTA) has to go into the shop for repairs you can go to any licensed mechanic of your choice whether it’s a dealer or private mechanic.
Because you are in a certified plan you don’t have to worry about what they are charging or what the repair cost will be. If you have a small $500 – $600 repair or a larger repair like a transmission replacement, which on your vehicle costs $3000, all you’re responsible for is the $100 deductible. And that’s per visit not per item.
Does that make sense? (GET THEM TO ACKNOWLEDGE)
When the (TOYOTA) has to go into the shop all you have to do is call roadside service. They are going to come out, pick you up and take you back to your dealer or private mechanic.
Once you get to the mechanic, just show them your plan and they’ll take care of the rest.
The mechanic is going to do an estimate on your repairs and call in the claim. Your bill will be paid over the phone with a corporate credit card.
Because you’re in the certified plan you don’t have to worry about paying the bill upfront and being reimbursed like you would with the standard programs. Everything will be taken care of for you.
While the (TOYOTA) is in the shop for repairs you’re going to be able to get a rental car with any agency you choose, so you don’t have to worry about being without a vehicle while it’s being fixed.
Unless you have any questions about the program, I’m gonna pull the rate now.
Remember to go through this section like you are having a conversation with the buyer. It will sound better, more relaxed, and you will come across as a consultant by doing so.