SPIN
What does SPIN stand for?
S: Situational
P: Problem
I: Implication
N: Needs payoff
Which vehicle type can be enrolled with a salvage title?
No vehicles can be signed up with a salvage title.
In what SPIN category does the question below belong:
How many miles do you drive per year?
Situational question / S
Basic wear and tear parts are covered
No / False
What is the limit of liability?
$15000
We are simply trying to get the customer to think of our coverage through a different lens. Finding value on their own without any direct information from the sales agents.
Implication questions
Why is it important for Toco to avoid covering vehicles with pre-existing conditions?
To prevent unnecessary payouts on claims
In what SPIN category does the question below belong:
Do you have any savings for unexpected vehicle repairs or emergencies?
Problem questions / P
Blue coverage covers technology and modern features.
No / False (Yellow / Orange)
My car is used for towing; it has a factory-installed tow package. Can I still purchase the coverage?
Yes, If the car is used for Towing, it must be a factory-installed or factory-authorized tow package.
These questions are more general questions to warm the customer up to the idea of answering the sales agent.
Situational questions
Tires are allowed up to __ % variance
4%
In what SPIN category does the question below belong:
If your car is in the shop for 2 weeks, who would be affected by that and how?
Implication questions / I
Rental, roadside, and trip interruption are benefits only for those in yellow and orange coverage.
I have my mechanic, but I'm not sure if he is certified, what certification should I be looking for?
ASE (Automotive Service Excellence) certification.
We can hit some more difficult scenario questions customers may encounter.
Problem questions
Vehicles with snowplows will pay a surcharge?
False, vehicles with snowplows are not eligible.
In what SPIN category does the question below belong:
Can you see how having an extended car warranty would provide you with peace of mind and financial security against unexpected repairs?
Needs payoff questions / N
The cooling system is covered in the green coverage.
No / False (blue & above)
-Customer from Georgia-
You mentioned the waiting period is how much?
Your waiting period is 30 days and 1000 miles.
We can now build huge value of the coverage with a couple of simple questions.
Needs payoff questions
Lift kits, exhaust, or performance modifications will require a surcharge.
False, these types of modifications will void the contract
In what SPIN category does the question below belong:
Don't you think having extended coverage will raise the value of your vehicle and make it in great condition when you decide to sell it?
Needs payoff questions / N
How much is the reimbursement for towing services if the customer contracts them on its own?
$100
Wait, you are calling from what? Loco, toco? Whats that?
Toco Vehicle service contract offers breakdown coverage and protects our customers against having to pay thousands of dollars in car repairs