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CHAPTER 6 HOW TO GENERATE MILLIONS IN SALES & PROFITS

Money back guarantees do not have to be restricted to goods
that must be returned. You can offer guarantees to perishable
products (food) or services (seminars, hairdressing). Business
owners are always afraid people might abuse this by consuming
the product and claiming their money back. While there will
be a minority of people who may do this, the additional
business in sales and revenue generated will far outweigh
the costs!

Conversion Strategy 9: Reframe Their Objections

Customers always have a list of concerns and objections that
may prevent them from buying. You can increase your
conversion rate by preempting all their possible concerns and
objections. Common objections would include: “I don’t have
the money,” “I don’t have the time,” “it’s too expensive,” “how
is it different from the competitors’ etc…”

Next, train your sales staff how to handle these common
objections or by writing down your replies on an FAQ fact-
sheet. The secret to effectively dealing with any objection is
to first AGREE with the customer.

Many salespeople instinctively start arguing and justifying
saying, “No! It is not really expensive because” or “No! It is
actually…” This makes the client even more defensive and
will diminish any chance of closing the sale.

The best salespeople in the world understand that an objection
is nothing but the client seeking more information. It is actually
an opportunity to bring across even more of their product’s
strengths. They respond by first respecting the prospects point
of view and offering a different perspective.

SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES 177