When Gooroos Train Reps to Dodge 'Do You Offer a Guarantee?'
Intel Brief
Going full Tony Robbins on a prospect who asks a simple yes-or-no question is not handling an objection.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
When gooroos train their students to respond to:"Do you offer a guarantee?"by going full Tony Robbins mode on their prospects:"Well… what do you guarantee will happen if YOU don't do anything?"Cute.Polished.Stupid.They call it "reframing limiting beliefs."I call it a loony-toon cover-up for the real issue.Why do you think the prospect is asking for a guarantee to begin with?I'll bet my not-a-coach, not-a-7-figure-sales-trainer career in HTthat the prospect is asking for a guaranteeNOT because they have a "mindset issue",but because they haven't been given ANY CLARITYthat what we're selling actually works.And honestly? It's just common sense to ask that.Why WOULDN'T someone want to knowif the thing they're about to spend thousands on has a REAL track record?Especially when these offers are clearly hiding something.People's intuition is more powerful than we think. They can tell when something is off, even if they can't communicate it.And what is that thing that is off?Glad you asked.Mos
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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