What do I put in [x] for the worst case?

[x] should be something real your offer already provides: e.g. «3 months of access», «the sessions you've already paid for», «your money back with the guarantee». The message is: even in the worst case you keep something of value (time, learning, resources). Don't make up benefits that don't exist.

What if my product has no money-back guarantee or trial?

Then the «worst case» has to be honest: e.g. «you learn how not to repeat the same mistake» or «you know more clearly what you need next time». Don't say «time back» if there's no refund; tailor the worst case to what they do take away (experience, learning, clarity). The close still works if the worst case is credible.

Doesn't «only one guarantees not getting the result» sound manipulative?

Only if it isn't true. It's a logical fact: if they don't take the step, they don't get the result they're after. You're not saying your solution is foolproof; you're saying the alternative of not acting has a known outcome (zero). If you present it as a shared reflection rather than pressure, the client usually sees the logic. Tone should be clarity, not push.

Best case / Worst case

10 March 2026

The «best case / worst case» close lays out the real options and stresses that both are «risk-free» in the sense that you don't lose by trying, but only one option —walking away and doing nothing— has a 100% guarantee of not getting the result. That reframes the fear of getting it wrong: the worst case of doing it is still better than the option of not doing it.

The script

«Let's consider the options. Both are risk-free; only one is guaranteed to not get you what you want. Best case, worst case.»

«Option one: you do the thing, you get the result, life is awesome. Option two: you don't do the thing, you don't get the result. Option three: you do the thing, the results were not as expected.»

«These are the options on the table, and only one of them has a 100% guarantee of not getting the result, which is walking out the door. So which risk-free option do you want —the risk-free option that guarantees you won't get the result, or the risk-free option that has the potential to do it?»

«Best case, we change your life forever. Worst case, you get [x] amount of time back and learn a bunch of stuff along the way. Either way, you get closer to your goal.»

Why it works

The client often sees «doing it» as risky and «not doing it» as safe. This close flips the frame: not doing it is the only option with a guaranteed bad outcome. Doing it has two possible outcomes —success or results not as expected— and in both there's progress (result or learning). So «risk-free» stops meaning «do nothing» and becomes «trying doesn't leave you worse off; not trying does».

How to use it well

Use it when the client expresses fear of failure, «what if it doesn't work», or hesitation about risk. The [x] in «worst case: you get [x] amount of time back» should be something concrete your offer already includes (e.g. sessions, access, money-back guarantee, trial). Don't promise a rosy worst case if your product doesn't back it up. Calm, clear tone: you're laying out options, not pushing. If they have a concrete objection (price, time), address it before or after the frame; this close works on fear of deciding, not on substance objections.

Next steps

If you want to work on this and other closes with your sales team, we can review your process in a no-obligation call. At Miranda's Consulting we support teams in the demo and closing phase.

Frequently asked questions

What do I put in [x] for the worst case?: [x] should be something real your offer already provides: e.g. «3 months of access», «the sessions you've already paid for», «your money back with the guarantee». The message is: even in the worst case you keep something of value (time, learning, resources). Don't make up benefits that don't exist.
What if my product has no money-back guarantee or trial?: Then the «worst case» has to be honest: e.g. «you learn how not to repeat the same mistake» or «you know more clearly what you need next time». Don't say «time back» if there's no refund; tailor the worst case to what they do take away (experience, learning, clarity). The close still works if the worst case is credible.
Doesn't «only one guarantees not getting the result» sound manipulative?: Only if it isn't true. It's a logical fact: if they don't take the step, they don't get the result they're after. You're not saying your solution is foolproof; you're saying the alternative of not acting has a known outcome (zero). If you present it as a shared reflection rather than pressure, the client usually sees the logic. Tone should be clarity, not push.