Steve would always disclose the extended protection plan as optional, but because it was already in the contract the customer usually said, “Yes.” There were times, though, when he would get objections. Here’s how he handled the most common objections. Customer: We don’t want the extended protection. Steve: Have you had extended protection before? Customer: No, we never buy stuff ...

Steve would always disclose the extended protection plan as optional, but because it was already in the contract the customer usually said, “Yes.” There were times, though, when he would get objections. Here’s how he handled the most common objections. Customer: We don’t want the extended protection. Steve: Have you had extended protection before? Customer: No, we never buy stuff ...