The next script section is the Qualify 1 – this is where you’ll ask the buyer certain questions to assess the risk of warrantying their vehicle. It’s important to get accurate information from your buyer.
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.
When you first start out – the Qualify 1 section is pivotal. You have to ask these questions like they matter (because they do).
See below for an example of asking a question like it matters:
CONSULTANT: When the vehicle needs work are you the type of person that likes to have the repairs done at a dealership or do you have a private mechanic that you use?
BUYER: I guess it depends on the repair.
CONSULTANT: Ok, if money wasn’t an issue, would you choose to take it back to a dealership where they know your vehicle the best and use all new parts?
BUYER: Well, yeah, if money wasn’t an issue.
CONSULTANT: Ok, I’ll try to steer toward programs that pay out the higher dealership rates. That’s a bit tricky with a vehicle over 100,000 – but let me see what I can find.
When you invest in getting accurate information from your consumer/buyer in the Qualify 1 section – you help set yourself up for a sale (or at the very least – an easier conversation at the end of a call) – but those are intermediate sales tactics that we will cover in the future.
Right now – you just need to ask these questions like they are important questions to be asked.