Daniel Fazio explains that sellers often 'pull their punches' because they fear fulfillment and potential refund requests. He notes this can lead to mislabeling prospects as 'unqualified' to avoid committing, and that guarantees are sometimes offered as psychological protection for the seller against guilt if results aren't delivered.
Nobody wants to scam anyone. What happens is guys are afraid of fulfillment, so they pull their punches on sales. Say a prospect was unqualified, which is just completely incorrect. You were just scared at your inability to be able to get them results because you were scared of getting a refund request for them. So you pull your punches. So a lot of times, offering a guarantee to someone is for your own sake so that you won't feel like a piece of shit in the event that you don't get them results.
