HTWCC - Ch. 7

Question 1

1.Startwiththewords“100%unconditionalmoneybackguarantee.”

Answer 1

For some people this is required “code language” that signals theyare safe in making the transaction.

Question 2

2.Sellyourbenefitsandtransformationintheguaranteeitself.

Answer 2

Thisisan opportunity to reinforce the desire the prospect has for the benefits they desire.

Question 3

3. IntegrateyourUSP(uniquesellingproposition)intothelanguageoftheguaranteeitself.

Answer 3

Theveryqualitiesthatmakeyouandyourofferunique and appealing should be woven into your guarantee.

Question 4

4.Personalizetheguarantee.

Answer 4

Makeitmorethanaguarantee–makeitapersonal promise from the company spokesperson, or business persona.

Question 5

5.Givethelongestguaranteepossible.

Answer 5

Testshaveshownthatlongerguarantees result in lower refund rates.

Question 6

6.Demonstratethatreturnsareeasyandhassle-free.

Answer 6

Removethefearsand misgivings people have about how tough it will be to get a re-fund if they want one.

Question 7

7.Assurethemthatthisisano-stringsattached,unconditionalguarantee.

Answer 7

It’seasytodealwiththeverywell-knownassumptionscustomers have about the “hassle factor.”

Question 8

8. .Emphasizethespeedofrefunds.

Answer 8

Showthatrefundswillhappenveryquickly.