In this live episode, we bring you two unscripted roleplay sessions recorded during the NashVegas event. These real-time mock sales calls are not only packed with humor and personality but also demonstrate the power of the Shin-Fu sales process in action. Contractors will gain invaluable insights on handling objections, qualifying leads, and maintaining control of sales conversations.
In this episode :
- [00:00] Tom introduces the episode from the NashVegas event and the focus on impromptu role plays
- [00:30] Role play: Taylor explains that his company handles commercial projects and drywall
- [01:15] Scenario: Bidding on an upper deck addition for Fenway Park
- [02:25] Establishing project goals and understanding decision-making layers
- [03:44] Building rapport and qualifying the seriousness of the opportunity
- [05:10] Identifying project urgency and navigating around potential delays
- [06:09] Scheduling the site visit and sharing documentation like references and COI
- [06:57] New scenario: Client wants an addition on a 1,400 sq. ft. home
- [07:54] Role play: Dave takes a call and works to uncover the client’s true needs
- [08:53] Tim explains pressure from his wife and desire to start construction quickly
- [09:42] Dave explores the dynamics of decision-making and aligns with the urgency
- [11:51] Discussion about Title V septic requirements and how to navigate them
- [12:39] Discussing pricing and the client’s budget limitations
- [13:25] Adjusting scope to fit the client’s $250K budget and confirming interest
- [14:48] Setting expectations, discussing trust, and preparing to sign the contract
- [15:59] The twist: Tim reveals another contractor was in the mix—a humorous close to the role play
- [16:34] Tom wraps up and encourages listeners to dive into Shin-Fu Sales Training
Resources:
💪 Take control of the sales process with Shin-Fu
https://thecontractorfight.com/sfst
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