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Doesn't My Car Insurance Already Cover That? Overcoming the Most Common Objection to Service Contracts

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What's the secret to overcoming F&I's most common objection? The answer lies in your ability to demonstrate how the customer will come out ahead by protecting their investment. Tony Dupaquier will walk you step-by-step through the process of answering and overcoming objections. He will also present communication tips for various customer types including cash-only and analytical-minded buyers.

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If you have any questions, contact Sarah Gorajek at sgorajek@autonews.com.

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Speaker
Tony Dupaquier
Director of Training
American Financial & Automotive Services Inc.
Read more about the speaker

Webinar Summary

It's one of the most common objections customers raise to buying extended service contracts, GAP, or other F&I products such as tire and wheel insurance.

In this extremely practical Webinar, Tony Dupaquier, one of the nation's most dynamic and sought-after F&I trainers, will walk you step-by-step through the process of answering and overcoming that objection.

Moderator
Jim Treece News Editor Automotive News

He will discuss not only the differences in coverage between standard car insurance and F&I products, but also the merits of relying on F&I products' coverage rather than insurance — and how your customers will come out ahead financially thanks to your products.

This is not about bowling over your customers. This is about the intrinsic advantages to consumers of relying on extended service contracts to protect the investment they've made in their vehicles, and how you as an F&I professional can help them to understand those advantages.

Key takeaways:

• How to compare and contrast a service contract, or GAP, and a standard insurance policy

• Tips on making that comparison clear to the customer

• Financial explanations that are compelling, whether the customer is a cash buyer, a super-analytical buyer, or someone who says, "My brother-in-law said not to buy that."

• How specific comparisons can build a case better than vague warnings about future disasters

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