So You’ve Embarked On A New Way To Sell
Congratulations! You’ve learned SHIN-FU, the 5-step approach to generating more sales. However, have you asked yourself “how do you take it to the next level of mastering the SHIN-FU?” It might take a lot of willpower, persistence and deliberate practice, but you can do it. We will cover the best tips and tricks for learning and improving any skill, so you will be on your way to calling yourself an expert. The process of improvement is called KSDR and we will cover it in the context of improving your SHIN-FU:
- Know yourself what to do
- Show your peers what to do
- Do it
- Review it over again
Let’s start with the initial step and hardest requirement.
- Knowing what to do
Let’s face it, you can’t teach others unless you know the SHIN-FU process yourself. We have created an expanded cheat-sheet for you to remember the key takeaways. Take a screenshot of this on your phone and revisit it over. Knowing the process is half the battle:
|Step in the Process||What do I do?||Questions to ask? Key Phrases|
|1. Pain & Pleasure||Ask your customer questions, let them talk a LOT and LISTEN to them, be quiet! Understand what is bothering them.||-Tell me more about your project
-What type of timeline do you have?
-What if I gave you a magic wand, what would the end result look like?
|2. Budget||Talk about the $$$ in a way that is easy for the customer to hear, not directly asking them.||-Could you share with me, in round numbers, what you are willing to invest?
-What type of conversation should we be having? A $10k or $50k one?
|3. Yes or No||Be open and transparent with the customer.||-I want to make sure we are on the same page. If we are not a good fit, could you let me know?|
|4. All Decision Makers||Make sure you get the key players in the room.||-In my household, my spouse and I make decisions together? Is that the situation here?
-Can we make sure we have consensus?
|5. Consultation Fee||Tell your customer about your consultation fee, stay quiet and let them invite you!||-We have a $200 consultation fee that is deductible from any work we might do for you. What would you like to do?|
- Show Your Peers What to Do
The second component of mastering the SHIN-FU is showing others what to do. You want to demonstrate what you want to teach. You also want to show good habits and bad habits. A few things you can do to show are highlighted below:
- Have your peer go to the job site with you in your initial call with the customer. Explain to the client you are doing sales training and your peer is listening in.
- Perform regular role-plays of SHIN-FU within your team
- Doing It
After providing a variety of real-life situations, you should provide your peers the opportunity to do what you have taught them. We can do this by remembering the points below:
- Have your peers talk to customers and apply the SHIN-FU process.
- Provide feedback and guidance so your peers can improve.
- Review it over and over
- Practice makes perfect. Allow your peers to take the SHIN-FU process and tailor it to their own scripts and situations, but don’t deviate from the cheat-sheet above. The goal here is to get the learner to practice and then apply what they learned in a real-world context. Here are a few ideas for you:
Record your peer doing the SHIN-FU and review it yourself
- Check on your peer periodically
So there you have it, a more in-depth look at the SHIN-FU sales method. It’s not easy, but the more you practice, the better you’ll be!
Check out the Shin-Fu Video Series to really step your game up!
Want to talk to us about it a bit more? Give us a shout.