Do you find it challenging to sign up new clients? In this brief post, I am sharing how a sales enrollment conversation is structured like an Oreo cookie.
The Oreo Cookie has 3 Parts
- Top cookie
- Bottom cookie
The Enrollment Conversation has 3 Parts
Let’s associate those parts with an Oreo cookie:
- The top cookie = where the client is right now with their frustration and fear.
- The stuffing = where you come in to close the gap. You take them where they want to be with your products and services.
- The bottom cookie = what they want; their hopes and desires.
Identify their Gap
Ask questions to discover their fears and frustrations with their current situation. Next, ask questions to discover their hopes and desires. Your product and/or services need to bridge that gap you just identified.
All of sales can be summed up in three words: Close the Gap.
Remember, you are the stuffing.