Here is the full script in its entirety – read this out loud and act as if you are on the phone with a real buyer – sound natural, sound organic, try to sound compelling while do this.
Hi Jonny (STATE THEIR NAME – DO NOT ASK FOR THEM)
It’s (your name) over at SCC.
Just getting back with you about warranty for your TOYOTA. (SMALL PAUSE)
It’s a 2012, right? (LET CONSUMER ANSWER)
Ok, what’s the current mileage?
I’m going to ask you a few questions to make sure we’re looking at the best plan for the vehicle.
Do you anticipate driving more than 12,000 miles per year?
When the (TOYOTA) needs work are you the type of person that likes to have the repairs done at a dealer or do you have a private mechanic you use?
Are you the one responsible for the repair decisions and warranty for the vehicle?
Have you applied for a warranty on the vehicle before?
I’m going to use the registered address and vehicle info I have on file to see what the vehicle qualifies for.
Hold on a moment. I’ll be right here on the line with you while I input the info and take a look at things.
So, I found a handful of standard plans for the (CAMRY).
Because of the (TOYOTA’s) mileage and average repairs, those kinds of plans won’t really work properly, BUT because this vehicle has never been quoted before, I was able to find a company that would actually waive the inspection for a CERTIFIED program.
CERTIFIED plans are normally reserved exclusively for newer cars with much lower mileage.
Also, waiving the inspection is critical since it allows us to rate the vehicle as though it had much less mileage and is still under warranty.
CERTIFIED plans normally go on vehicles that are still on the lot.
That’s exactly what you need on a car at this mileage.
COVERAGE & BENEFITS:
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.
Okay, by choosing to enroll today you’ll be eliminating the insurance company’s risk of bringing on a vehicle that needs immediate repairs and they’ll upgrade your (TOYOTA) from a standard plan to the CERTIFIED program.
They send you a digital copy of the plan, along with the rental, and roadside membership today.
That means THEY’LL be responsible for paying for covered repairs for as long as you keep the plan minus the ($100) co-pay.
You start your coverage today with a small deposit.
After that, you can evaluate the program for as long as you like, without any risk, during the 30 day underwriting period.
There’s no commitment with a CERTIFIED plan. You can cancel and receive a refund of your deposit at any time. Basically, you never pay for more than you use.
It looks like the deposit for the CERTIFIED plan is just ($149) today.
You continue your coverage with monthly installments of just ($149).
So, all we’d be doing now is the initial deposit.
You can use a VISA, MC, AMERICAN EXPRESS, OR DISCOVER.
How would you like to handle that?
The number one determinant (meaning the determining factor) of your success is being able to read through this script without sounding like you are just reading it. People/Buyers/Consumers do NOT want to talk to robots – they want to talk to human beings – so be human, be organic, be natural, and sound like you are having a conversation with your buyer.