[AndyYSCISOdept]

When the topic of guarantees comes up in the conversation with your client, you really want to understand why is the prospect so focused on the guarantees. I have had cases where part of the ownership is concentrated in several partners, private, equity, etc where a validity, limited or performance guarantee could be used, but there are other cases where the business owner has no clue of what a guarantee entails, what it covers and what assets are being pledged that make this prospect uncomfortable. This is where we as salespeople need to explain the prospect the guarantees, while helping them land in the reality that there are no ways around guarantees on certain cases.

(in the voice of Dave Niehaus, famous Mariners Broadcaster)

Get out the rye bread and mustard grandma because that was Grand Salami! He hit that WAY WAY outta here and it aint comin back!

Check Youtube for actual voice!