*Do* Positive

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When it comes to Protection Plans it’s not enough to “think positively.” It’s true that having a positive attitude about Protection Plans will help you with your presentation to your customers. But that’s not enough: when you are with your customer it’s important for you to take positive actions, to “Do Positive”! How?

• Introduce your Protection Plan positively. For example, try saying “A lot of our customers shop here because of our great Protection Plan,” or “I’m really excited to tell you about our wonderful Protection Plan.”
• Share positive customer experiences. “My protected customers save so much money avoiding costly repairs. I want the same thing for you!”
• Overcome objections positively. “I’m so glad you said that! Here’s why our Protection Plan is different,” or “I used to think the same thing, and then I found out why our Plan is better!”

And when your customer decides they don’t want protection after all? Be sure that you thank them for giving you their attention, and let them know you’ll be glad to help them with any future repairs or replacements without the Protection Plan. Make sure that your customers understand that declining protection has no effect on your positive feelings about them, right?

This week practice Do Positive in combination with thinking positive, and not only will you and your customers have a better experience, you’ll also be more likely to help them value your Protection Plan offer. Stay positive in thoughts and deeds as you…Make It Happen!

Quick read: Positive attitudes are enhanced when you tie them to positive actions, to “Do Positive.” When offering your Protection Plan, sharing experiences, and overcoming objections make sure your statements are all positive in nature.