Show and Tell Sells Well
A dealership finance and insurance manager keeps a broken drive shaft leaning against the wall of her office, says Jim Devitt, national sales manager at NAC, an extended-warranty firm. When visitors ask why it's there, she tells them it's a failed part off her 4X4 vehicle. She adds that, had she not had an extended warranty, replacing the drive shaft would have cost her nearly $1,000. She sells a
A dealership finance and insurance manager keeps a broken drive shaft leaning against the wall of her office, says Jim Devitt, national sales manager at NAC, an extended-warranty firm.
When visitors ask why it's there, she tells them it's a failed part off her 4X4 vehicle. She adds that, had she not had an extended warranty, replacing the drive shaft would have cost her nearly $1,000.
She sells a lot of extended warranties with that approach.