Not every sales conversation flows like a dream — and nothing derails momentum faster than being caught off guard by a tough question you weren’t ready for. Instead of fumbling for a quick answer, or worse, losing the lead altogether, give yourself the gift of preparation.

Here’s how to get ahead of those “oh no” moments — and answer them with confidence and ease, every single time.

Pro Tip: If you have a team supporting you in sales conversations (DMs, emails, calls), run through these questions together. Alignment = higher conversions.

Question #1: What gives you the authority on this topic?

Buyers are investing in YOU as much as the offer. Confidence in your credibility is a huge conversion factor.

Your answer shouldn’t be implied — make it clear.

What to do:

• List your experience.
  
• Share specific results.
  
• Highlight your unique approach.
  

Example: “I’ve helped over 300 service providers double their monthly revenue using this exact method. I created it after scaling my own business from $0 to multiple six figures — without relying on complicated ads or trends.”

Why it works: Authority, proof, and relatability all in one. If you want to deepen trust, link them to your About page or a highlight reel of wins.

Question #2: How long have you been creating these results?

Whether you’re a vet or newer, own it. The question isn’t really about time — it’s about whether they believe you’ll help them.

Example if new: “This is a brand new offer, which means you’ll be one of the first to go through it. That’s why I’m limiting enrollment to a small group so I can give you my full attention.”

Why it works: Transparency + commitment. Buyers respect honesty when it’s paired with confidence.

Question #3: Are you actively using these tools & tactics?

This is a buying psychology question. Clients want to know you’ve “eaten your own cooking.”

Even if you’re now beyond the beginner tactics you teach, show how the foundation is still relevant.

Example: “This is the exact approach I used to grow my first $100K offer — and it’s the same framework my clients are using today to achieve similar results.”

Why it works: It reassures them that this isn’t just theory. You’ve lived it or have countless client case studies to back it.

Question #4: Can you guarantee results?

Reality? No coach, course, or consultant can guarantee results.

But — some businesses do offer conditional guarantees like money-back or extra support if results aren’t met. If you go this route, it MUST be clearly documented by a lawyer and signed by the client.

We recommend Legalmiga for contracts and refund clauses. Click here to check them out — use code BUNGALOW for 10% off. I do earn a small commission, but these are the exact templates I use myself.

Example: “While I can’t guarantee results (no one ethically can), I can tell you exactly what’s worked for hundreds of others who’ve followed this framework step by step. If you’re ready to show up, the structure is here to support you.”

Why it works: Sets clear, ethical expectations while showing them you’re confident in your process.

Question #5: What’s the average result for clients?

They don’t just want your best-case scenario — they want the average.

Example: “Most clients double their monthly revenue within 3-6 months, depending on their starting point and consistency. Some go beyond that. Some hit the average. I’ll show you how to stack the odds in your favor.”

Why it works: Buyers appreciate transparency, and realistic expectations actually improve client satisfaction and retention.

Question #6: Why is your offer more expensive than XYZ Business?

Comparison is natural — don’t get defensive.

Example: “Great question. While others might focus on [single tactic or surface-level benefit], this program is designed to [deeper transformation]. Plus, you’ll have direct access to me for personalized support, which is rare at this price point.”

Why it works: Keeps the focus on your value, not the competition.

Question #7: What if I don’t like it — can I get a refund?

Refund policies protect both you and the client.

Example: “I stand firmly behind my refund policy, which you can review here [link]. I encourage all clients to join only when they feel ready to commit fully — that’s when this work creates magic.”

Why it works: Projects confidence and professionalism — not desperation.

Final Thought

Your sales confidence isn’t just about skill — it’s about preparation.

Take the time now to answer these questions fully, so when they show up in the heat of a conversation, you’ll be ready to handle them like a pro.

✨ Pro Tip: Want help defining the sharpest, most ownable positioning for your offer? Don’t miss [Define Your Unique Sales Edge] — my free masterclass to help you stand out & sell out.