Don't you just hate it when your prospects
asking you, "Well do you have any kind
of guarantee? Do you guarantee your work?
What kind of guarantee do you offer?"
So when they say that to you,
what do you say? How do you handle that objection?
Today I'm gonna teach you in this video
how to handle this objection once and for all.
You excited? You better be excited.
Now, before I get into it,
before I give you the exact line what you need to say,
I need to teach you some of the basics,
the psychology, the deeper lessons,
before I give you the line.
Because otherwise you would say it wrong
or you'll execute it wrong.
There's three key lessons that you have to understand.
Lesson number one, and that is do not assume.
Don't assume, meaning this:
that if your prospect is saying,
"Hey, do you have any kind of guarantee?"
Let's say if you do have some kind of guarantee
you might say, "Oh yeah, we have a 30 day
money back guarantee. We have a one year
satisfaction guarantee. Oh we have this
and we have that."
And you start rambling on, you're talking too much.
Don't assume, because sometimes,
a prospect is asking you that, maybe they're just curious.
"Hey, do you guys have any kind of guarantee?"
Don't just jump into it and assume
that you need to explain it too, too much
and too quickly, right?
And if you don't have a guarantee,
don't also assume, oh my God, I'm gonna lose this sale,
they're not gonna buy.
Right, that's it, I'm gonna lose this important
person, this important client.
No.
They are just asking.
They might be just curious.
So do not assume this particular objection,
that's gonna kill the sale.
Just be calm, right, be cool.
Lesson number two and that is this:
Don't take things so literally.
Meaning this: "Hey, do you have any kind of guarantee?"
And you just blurt out whatever it is
you have or you don't,
"Oh, actually, we don't have any kind of g-g-guarantee,
why do you even want a guarantee?
Don't you trust me?"
No I do not trust you. Okay?
(cash register sound)
I do not trust you at all, you got it?
So you don't do that.
One way that you can handle it is this:
"Do you have any kind of guarantee?"
You turn that into a question,
you answer a question with a question,
and that's what I teach.
"Exactly what kind of guarantee are you looking for?"
Don't just assume, don't say we have a 30 day,
a 60 day, a 90 day money back guarantee,
or we have a satisfaction guarantee,
whatever it is, no.
Just turn it into a question.
Exactly what kind of a guarantee are you looking for?
You see, now you're not assuming.
You're not taking things so literally.
And they might say, "Well, you know what,
I wanna know if what happens if it doesn't work,
this relationship doesn't work or this product
doesn't work. Then what happens?"
Now you know, alright, that's what they're looking for.
Then you ask the next question.
Okay so, they say, "I wanna know, in 30 days,
if this doesn't work then what happens?"
And then you might say, "Well, you know what sir,
ma'am, prospect, yes we do have a 30 day
money back guarantee, or a 60 day money back guarantee.
Is that what you're looking for?"
Now then a prospect would say, "Oh yeah that's
exactly what I'm looking for."
Or they say, "No, no no, that's not enough."
or "I need a longer guarantee than that."
See then you're not guessing,
you see how this works?
You're getting very precise, exactly
what is holding them back.
Is that what you're looking for?
Or are you comfortable with that?
Are you comfortable with that?
Another thing that you could do is this:
You're asking them, so they say, "Do you
have any kind of guarantee?"
And you say, "Suppose we have a guarantee,
what would that look like for you?"
And they would say, "Well, yeah that would be great.
At least I want 60 days to try this out,"
or "in 90 days, if this doesn't work, I wanna know
that we can opt out of this agreement,
or this contract that we have."
Good.
You see, now you just turned it around,
you're not guessing.
I'll give you a perfect example.
Rob, one of my students, closing a sale,
a boom! Two payments of 1900 dollars.
So you see you can handle objection,
or any objections, very intelligently
and very proactively.
Last key lesson is this:
Do not justify.
Don't go into the whole justifying mode,
"Oh yeah... Definitely, we always make sure
that our customers are satisfied.
We always guarantee behind our product,
we always have this 60 day money back guarantee."
Put that all aside.
Now you're qualifying the prospect,
you wanna know why are they asking that?
Because if they're one of those people
that are gonna just buy something and refund,
I wanna know that upfront.
I don't wanna close that sale,
a sale that doesn't stick is not a sale.
I wanna know upfront if this sale is gonna stick,
and I wanna know if this is the right client for me.
So here's how the conversation might go,
it might go something like this:
"So do you have any kind of guarantee?"
"Well, Mr Prospect, suppose we offer some
kind of guarantee. What would that look like
for you?"
"Well, you know, I wanna see if it doesn't work
in 30 days, can I get my money back?"
"Well I suppose, in 30 days if you're not happy
you are gonna get your money back.
What's gonna happen next?"
So you turn that into a commitment,
you turn the objection into a commitment, into a sale.
Now you get to the truth, get rid of the smoke and mirrors.
What's the truth?
"Well... uh... then I'll think about it."
Then in your mind you know that's not about
the guarantee now is it?
It's about something else.
"Uh I need to think about it!"
Hmm. Then it's a different objection, right?
And the way they say they want to think about it,
now I can handle that particular thing,
it's not about the guarantee.
So the guarantee is smoke and mirrors,
it's a way for them to say no.
The conversation might also go something like this:
"So do you have any kind of guarantee?"
"Suppose I offer you some kind of guarantee,
what would that look like?"
"Well, you know what, if there's no guarantee
I'm not gonna buy. I want you to guarantee that
you're gonna work on my Facebook advertising,
my Facebook ads, and I'm gonna increase
my revenue by 300 percent in 30 days."
That is a ridiculous request.
But don't fight, agree with them first.
"Well, hypothetically, I could do that.
What's gonna happen next?"
"Well we're gonna do business."
Turn it into a commitment first,
and then you circle back.
And what I would do is,
"Hey, Mr Prospect, you know we talked about,
you hired me because you want to get more results,
you want to increase your revenue,
you wanna get more leads on the internet
through Facebook, correct?"
"Yeah?"
"And you and I, we're looking for a long-term
relationship, correct?"
"Yeah?"
"Okay, I can't guarantee you're gonna grow
your business, increase your revenue by 300%,
400% in 30 days, in fact anyone who tells you that,
they're probably lying to you.
You don't want our relationship starting
based on a lie, would you?
You don't want to do that."
"Well, no."
"So realistically, what is the expectation?"
"Well I guess if we could at least increase
our revenue in the next 60 days, maybe,
20%, 10%."
"We could work with that. And then suppose
I could do that for you.
Are you ready to move forward today?"
You see how that works?
Sometimes prospects, they give you the,
they ask for the most ridiculous guarantee.
Handle that like a professional.
Just like when another one of my students,
Jerry Dean, closing his 7200 dollar sale.
Yesterday was my first triple close day.
I'm so excited about this.
Boom, just like that.
Are you getting this?
See, the way that I see guarantee,
the way I look at guarantee is,
you see a lot of people, they teach this concept
about handling objections, right?
It's like in martial arts,
the prospect throws a punch and then you're like,
I'm gonna block this way and then
I'm gonna counter this way,
and the prospect throws another punch
and you're gonna counter it, and then you're gonna block it,
and do all of that.
I actually don't believe in that so much,
because I believe when you're trying to handle
objections, you're being very active.
When you're reacting, you're reacting
to prospects' objections and stalls,
it puts you in a very defensive position.
I do not like that.
I much prefer taking the approach of preempt
the objections, meaning I preempt the objections
so it doesn't even come up.
I believe the best defense is a good offense.
By having the frame, the right frame.
By having the agenda, by setting the tone,
by utilizing your tonality,
by asking powerful questions.
Guess what? Objections rarely even come up.
And if it does come up, it's one or two
in the entire conversation.
Wouldn't that be great?
Wouldn't you want to know how to do that?
Click the link below and you will have access
to my free training.
And after the free training,
you have the option to join me and my students
on a seven-week journey.
In seven weeks I'm gonna turn you from
not a good closer, don't know how to close,
don't know how to sell, average salesperson, amateur,
to a closer.
To a professional.
No longer have to avoid, like dodge all these objections,
you'll be able to preempt--
(cash register sound)
And handle any objections that ever come up.
So click the link below and I'll see you in class.