I was chatting with a client this morning who was going through a dry spell on their sales.

On average he was used to enrolling about 50% of the calls he takes but this month he was down to just 15%.

Just a couple of misses and he was spiraling, questioning everything about his leads, his calls and even his offer.

This one question fixed everything.

Did they tell you what value this will bring to their company?

For context his offer is a high ticket consulting package which starts at $10,000.

Like most people who get in a dry spell he forgot the basics and was explaining what is included but left out the most important part of the call.

It’s one thing to tell someone why what you do is valuable it’s a completely different thing when they tell you.

Before you ask for the enrollment stop and simply ask the lead this.

“Based on what we discussed do you think this program is going to help you achieve your goals”

Lead says yes

“What is this going to do for your company?”

The very next call my client tried it out and reported back to me saying this. 

"Its like they were selling themselves. I didnt even have say anything else for the rest of the call" 

Once they say out loud what the value is you can be sure they understand and will move forward. If they don’t reply with a good answer it’s a great opportunity for you to stop and go back to helping them understand.

Add this to your enrollment call and let me know how it goes.