Secrets of Closing the Sale

by Zig Ziglar

“The third question, Mr. Prospect, had to do with the guarantee which we offer. Let me start by saying that any guarantee is only as good as the company which offers that guarantee. As I have already demonstrated, we do represent a viable, solid business establishment. One thing I emphasize, Mr. Prospect, is that unless the guarantee is fair to both buyer and seller, it has no value. If we, as a company, couldn’t live with it, we would be out of business. Then, regardless of how extensive the guarantee might be, it would have no value. Our guarantee protects you from virtually everything but human error and carelessness, as well as abuse of the product. Our product, as I have demonstrated, is built for use but not abuse. We protect you from all manufacturing defects as well as normal use. I believe, Mr. Prospect, that’s your major concern, isn’t it?”