Answer #1:
• I can appreciate that.  The coverage is always offered twice, once when you first buy it, and again after you have owned it for a while, and this will keep you covered for the long haul and save you thousands of dollars when the car does break down, you know what I mean?  Exactly…

Answer #2:

• I understand that you already have coverage, and that’s why we are still able to offer you this warranty.  If you wait until after the warranty expires the level of coverage goes down and the price goes up.  So, with this you get the highest level of long-term coverage at the lowest price, you know what I mean?  Exactly…

If Customer continues: (You can also say)

• I hear ya, but think about it, when you first buy a vehicle they offer you the extended warranty at the dealer, and that’s when its brand new, and you don’t need it at all.  But with this coverage you are able to protect it for when you need it the most in those high-risk years and miles, you know what I mean?...  Exactly

• I can appreciate that, I know it’s a newer car, but let me ask you, do you think the car is more likely to break down in the first 2 or 3 years when its shiny and brand new, or years 4, 5, 6, and so on as it starts to get older?  (Let them answer) 

Exactly!  And right now, people are holding onto their cars much longer and with the cost of parts and labor going up you going to be glad your covered in those high-risk years and miles wouldn’t you agree?  Exactly…