A couple of golf balls can go a long way in helping to overcome customer objections to paint protection products, says Stephanie Cooper, finance manager at Timbrook Chevrolet in Keyser, W. Va.
"The golf ball represents the vehicle's painted surface when viewed under a microscope," she says. The dimples in the golf ball represent uneven surfaces the paint protection product seals to protect against environmental threats like acid rain or road salt.
Cooper has a dark blue golf ball for customers who choose a car with a dark finish and a traditional white golf ball for customers who choose a light color.
"I try to use as many visual aids as possible when handling objections to products," she says.