When is the BEST time to inform customers about extended service plans available for items they are purchasing?

• A. As part of the greeting when the customer enters the department.
• B. As soon as it is determined that the plans are within the customer's budget.
• C. At the end of the sale after presenting the associated accessories.
• D. Early in the sales process as a benefit to the product being purchased.

Answer: (D)

Introducing extended service plans early in the sales process is most effective because it treats the plan as part of the product’s value, not as a later add-on. When customers are evaluating the product, presenting the plan helps them see the total ownership benefits—coverage, peace of mind, and long-term support—and allows them to weigh cost and protection alongside features. It also gives you the chance to tailor the plan to the customer’s needs, answer questions upfront, and build trust as a knowledgeable advisor. Waiting until the end can feel like pressure or a surprise add-on, which can reduce perceived value and slow or derail the decision. Bringing it up early keeps the conversation collaborative and focused on delivering the best overall solution for the customer.