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15 April, 2019

Clients Say, “Do You Have A Guarantee?” And You Say "..."

1) Do not assume

2) Don't take things so Literally (turn it around and ask : Exactly what kind of guarantee are you looking for?...ask 2nd question : Is that what you are looking for?OR "Are you comfortable with that?" OR "Suppose there is a guarantee, what does it look like for you?)

3) Do not justify (Turn the objection into a commitment)

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