When selling an aftermarket warranty plan, reciting every line of coverage offered by your program with customers tends to decrease attachment rates*. It is much more effective to communicate only those coverages relevant to each consumer's needs. For example, offering stain protection to a customer purchasing a fabric sofa is valuable because that coverage helps your customer enjoy her sofa without covering it in plastic. But, discussing protection from scratches with your sofa customer confuses and dilutes the message. The best practice is to discuss only those coverages relevant to each customer's needs and stress the benefits offered by those coverages.
*Attachment rate, sometimes confused with sales contribution rate, is calculated by dividing the number of sales orders including a warranty plan by the total number of sales orders eligible for a plan. Measuring attachment rates clarifies your opportunity conversion rate.