Planting the Seed assists associates with being able to present at the product and not at checkout
Helps spark customers' interest
Creates awareness of Sears services before going into all the details
Allows you to build a pyramid of features and benefits throughout the sale
10,000 Trained Professional Technicians
Discount on Non-Covered Repairs
Annual Preventive Maintenance Check
No Way... I do not want to earn any extra money
It depends on if I feel like living paycheck to paycheck
Would you like to add add a Protection Agreement on your refrigerator?
You probably should add the Protection Agreement on your refrigerator...
I would highly recommend the Master Protection Agreement with your refrigerator...
Do you think you might want to add a Protection Agreement onto you refrigerator?
How often will you be using your washer?
How did you tear up your washer?
What happened to your last washer?
Who will be in charge of repairing your washer?
Assume that the customer does not want a protection agreement since he/she called to purchase a closeout
Show the customer how adding a protection agreement to the discounted product will be less than purchasing a new unit
Wait and see if the customer will say anything about a protection agreement-- if not, proceed to checkout
Mention the Protection Agreement because you are supposed to present it