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Answer Upon - Guaranteed Selling: I'm Sure You’re Going To Love It!
Measure the right things. It’s not enough just to measure—you have to measure the right things.A common measurement trap is to measure something because it’s “interesting.” If knowing a measurement won’t change anything (e.g.,
In the first example we end on a NEGATIVE, so the client is saying yes to a no, so to speak. We’re training them to return the video, to expect to not like it.
The second version ends on a POSITIVE note. It says, you’re going to love it and want to keep it.
We tested both versions
Are you a “visionary”? Do you see things the way they are, but also see life how you want it to be?Being a “visionary” is being more than just a dreamer. A dreamer sees things as they wish they could be. A “visionary” sees things as
When properly crafted and communicated, they lower buyers’ perceived risks, making them inclined to agree faster, more often, and to purchase in larger quantities.
Very few people, statistically, will undo deals, so the advantages of guarantees tend to outweigh the disadvantages.
But there is a warning I should issue.
You have to make sure that your MESSAGE doesn’t backfire; that you don’t oversell the “out-clause” so much that you train your buyers to do the wrong thing, in droves.
Specifically, you never want to design your presentation so your CLOSE-LINE, the very last thing you say to induce an “OK” hinges on undoing the deal.
EXAMPLE: “So, what we’ll do is get this video program out to you and if you don’t like it, simply pop it back into the mail and that will be that; OK?”
By the way, the phrasing of that example is GOLDEN, but-for the poor placement of its guarantee language.
Here’s a much preferred way of phrasing it:
BETTER EXAMPLE: “So, what we’ll do is get this video program out to you and if you don’t like it, simply pop it back into the mail, but we’re sure you’re going to love it and want to add it to your training library; OK?”
Take a quick second to analyze the differences. What stands out to you?
In the first example we end on a NEGATIVE, so the client is saying yes to a no, so to speak. We’re training them to return the video, to expect to not like it.
The second version ends on a POSITIVE note. It says, you’re going to love it and want to keep it.
We tested both versions
Do you feel that change in the environment will change the person you are inside? Change happens, you are fired, you are laid off, you get divorced, you have to move... there are many things in life that change. We can't stop the changes, we
But there is a warning I should issue.
You have to make sure that your MESSAGE doesn’t backfire; that you don’t oversell the “out-clause” so much that you train your buyers to do the wrong thing, in droves.
Specifically, you never want to design your presentation so your CLOSE-LINE, the very last thing you say to induce an “OK” hinges on undoing the deal.
EXAMPLE: “So, what we’ll do is get this video program out to you and if you don’t like it, simply pop it back into the mail and that will be that; OK?”
By the way, the phrasing of that example is GOLDEN, but-for the poor placement of its guarantee language.
Here’s a much preferred way of phrasing it:
BETTER EXAMPLE: “So, what we’ll do is get this video program out to you and if you don’t like it, simply pop it back into the mail, but we’re sure you’re going to love it and want to add it to your training library; OK?”
Take a quick second to analyze the differences. What stands out to you?
In the first example we end on a NEGATIVE, so the client is saying yes to a no, so to speak. We’re training them to return the video, to expect to not like it.
The second version ends on a POSITIVE note. It says, you’re going to love it and want to keep it.
We tested both versions
Today’s manufacturers are raving about the endless benefits of stand up pouches, as they have revolutionized how products can be displayed and merchandised at retail. They use much less material than other traditional packaging methods like c
EXAMPLE: “So, what we’ll do is get this video program out to you and if you don’t like it, simply pop it back into the mail and that will be that; OK?”
By the way, the phrasing of that example is GOLDEN, but-for the poor placement of its guarantee language.
Here’s a much preferred way of phrasing it:
BETTER EXAMPLE: “So, what we’ll do is get this video program out to you and if you don’t like it, simply pop it back into the mail, but we’re sure you’re going to love it and want to add it to your training library; OK?”
Take a quick second to analyze the differences. What stands out to you?
In the first example we end on a NEGATIVE, so the client is saying yes to a no, so to speak. We’re training them to return the video, to expect to not like it.
The second version ends on a POSITIVE note. It says, you’re going to love it and want to keep it.
We tested both versions
The Internet is the most powerful employment tool on earth. Hands down.With the Web, you can access millions of job openings on thousands of sites. With email, you can quickly contact employers and ask for interviews.Yet, if use
Here’s a much preferred way of phrasing it:
BETTER EXAMPLE: “So, what we’ll do is get this video program out to you and if you don’t like it, simply pop it back into the mail, but we’re sure you’re going to love it and want to add it to your training library; OK?”
Take a quick second to analyze the differences. What stands out to you?
In the first example we end on a NEGATIVE, so the client is saying yes to a no, so to speak. We’re training them to return the video, to expect to not like it.
The second version ends on a POSITIVE note. It says, you’re going to love it and want to keep it.
We tested both versions
Piercing the corporate veil is a fancy phrase that means that somebody or something is attempting to hold the shareholders of a corporation personally liable for the corporation’s debts. Veil piercing is not an easy task and requires many fa
In the first example we end on a NEGATIVE, so the client is saying yes to a no, so to speak. We’re training them to return the video, to expect to not like it.
The second version ends on a POSITIVE note. It says, you’re going to love it and want to keep it.
We tested both versions at Time-Life, famous for its 10-day trials and guarantees, and we found the second version has a HUGE impact on the proportion of people who keep and pay for their products.
By all means use guarantees, but above all, make sure to avoid overselling them!
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