As a retail sales associate, it’s essential to grasp how offering Centricity’s Accidental Damage Protection Plans can significantly impact your ability to close more sales. These plans not only give customers peace of mind about protecting their floors but also provide a valuable upsell for your store.
Let’s explore techniques to help you overcome objections and improve sales success by effectively presenting protection plans throughout the sales process.
Key Strategies for Selling Flooring Protection
- Confidence is Key: Approach every sale with the expectation of success. Position Centricity’s protection plan as a vital part of safeguarding the customer’s flooring investment from the start.
- Introduce Early, Reinforce Often: Bring up Centricity’s protection plans early in the conversation and continue referencing it as a natural addition to their purchase. This keeps it top of mind for the customer.
- Ask About Their Lifestyle: By asking questions about how the customer uses their home—whether they have pets, children, or entertain often—you can highlight how easily accidents happen and how Centricity’s protection plans can prevent costly repairs.
- Use Visual Aids: Don’t just describe the protection—show it. Offering visuals or examples of common flooring accidents can make the protection plan’s value more relatable and easier to understand.
- Bundle It in the Quote: Present the protection plan as a standard part of the offer. When the plan is already factored into the price, customers are more likely to accept it as a necessary part of their purchase.
- Handle Objections Proactively: If a customer hesitates, address their concerns by tying your recommendation back to their needs. For example, “Given your active household, this plan ensures that even accidents don’t result in expensive repairs.”
By embedding Centricity’s Accidental Damage Protection Plans into your sales conversations, you’ll not only overcome objections more easily but also create a seamless experience for customers who want to protect their flooring investments.
Addressing Common Objections to Flooring Protection Plans
“I don’t need a protection plan.”
While accidents may not be planned, they happen all too often. With Centricity’s 5-year protection plan, you’re covered for common issues like spills, scratches, and dents. Instead of paying for expensive repairs, this plan ensures quick fixes or full replacements at a fraction of the cost. You’ll save in the long run, knowing that your flooring investment is safe from the unexpected.
“I can’t afford it—I’ve already spent my budget.”
The reality is, you can’t afford not to have this coverage. For less than the cost of a cup of coffee a week, Centricity’s plan protects your floors for five years. When compared to the price of just one repair, the plan offers significant savings, making it a smart investment rather than an additional expense.
“I don’t have kids or pets, so I don’t need this.”
Even without kids or pets, life happens. From moving furniture to accidental spills, there are plenty of ways damage can occur. Centricity’s protection plan offers peace of mind, ensuring that your floors remain pristine while providing expert cleaning tips and service whenever necessary.
“I don’t believe in extended warranties.”
This is not your average warranty—it’s an accidental damage protection plan. Flooring is often one of your home’s biggest investments, and just like you have insurance for your home and car, it makes sense to protect your floors. For just a few dollars each month, you’re covered from unforeseen incidents like spills, scratches, or even burns, ensuring long-term durability and savings.
“I’ve never needed a protection plan before.”
That’s great! But accidents are unpredictable. Just like you carry homeowner’s insurance without using it often, a flooring protection plan works the same way. It’s a safeguard against the unexpected, protecting your investment for years to come.
“We’re careful with our floors.”
Being careful is great, but accidents happen to everyone. Whether it’s a dropped item, a furniture scratch, or a liquid spill, unexpected damage is common. Centricity’s 5-year protection plan offers full coverage for these accidents, and the plan often pays for itself with just one service call.
“I have pets, and your plan doesn’t cover pet damage.”
Good news! Centricity’s plan covers accidental damage caused by pets, including scratches from claws or other incidents. Biological stains from pets are also covered, ensuring that you can maintain your flooring’s appearance without worrying about costly repairs down the line.
Conclusion
Understanding and addressing customer objections to flooring protection plans is key to increasing your sales. By overcoming these hesitations, you can offer peace of mind and real value to your customers, while boosting your bottom line. Train your sales team to tackle these common concerns effectively, and you’ll see higher conversion rates and long-term customer satisfaction. With Centricity’s Accidental Damage Protection, everyone benefits from a safer, smarter investment.
