A Guarantee Question Is a Sales Process Signal

While we're on the subject of prospects asking for guarantees...

There's a couple questions I think the high-ticket sales training space needs to start asking.

When a prospect asks, "Do you have a guarantee?"

What's the typical advice?

Challenge them! We don't want them to be looking for a way out before they've even started!

THE HORROR.

Only at the Casino is someone asking for some sort of assurance(that was CLEARLY not provided earlier on in the process like it should have been),means the prospect "isn't committed to their goals"

And for the naysayers, of course, you don't wanna attract buyers who do absolutely nothingand then turn around asking for their money back.

No argument.

HOWEVERRRRRRRRR.

I've got two questions.

Hmm?

A prospect is being asked to make a substantial financial investment based on a handful of testimonials,some impressive [hopefully not fabricated] success stories,and the company's "trust me, bro, we crush for our clients."

The average buyer of these info based transformational type offershave absolutely NO IDEA what percentage of customers actually achieve the results being advertised.

And when they ask for some assurance to help bridge that gap?

We're taught to challenge THEIR confidence.

Why aren't we addressing their uncertainty about the offer itself?

And 2. If you're so concerned about people buying your program, not doing the work, and asking for refunds...

Why are you SELLING those people in the first place?

Not a joke.

If someone's willingness and ability to do the work is THAT important to their success,shouldn't figuring that out be part of your qualification process?

Of course you can't predict with certainty whether someone will follow through.

But shouldn't that be something you're actively evaluating BEFORE accepting their money?

And shouldn't you be willing to DQ someone if you have good reason to believe they're not gonna succeed?

I find it interesting how quickly the conversation turns to whether the PROSPECT is willing to take responsibility for their results.

While almost nobody stops to ask what responsibility the BUSINESS has for producing them.

The prospect is expected to prove they're committed.

When does the company have to prove its program works?

And by "prove" I mean HARD data.

And by "prove" I mean HARD data.

REAL numbers.

How many people bought your program?

How many actually achieved the results you're advertising?

How many didn't?

And what did you learn about WHY they didn't?

Because the FTC already expects businesses to have adequate evidence supporting the results they advertise.

So why is it that the prospect is expected to demonstrate all this confidence in themselves,while the company gets to demonstrate confidence in its offer with a handful of cherry-picked success stories?

And here's what chaps my ass the most.

Why are we training reps to challenge the buyer's commitment BEFORE we've even properly addressed whether the buyer has enough information to make an informed decision?

MAYBE the prospect asking for a guarantee is telling you something?

Hint:

They are.

There is a big gap somewhere in your process.

They also just MIGHT wanna know what happens if they do everything they're supposed to do and STILL don't get results.

God forbid somebody asks a perfectly reasonable question before handing over $10k.