Use This Sales Technique The Next Time You Pitch
VloĆŸit
- Äas pĆidĂĄn 28. 05. 2024
- Probably the best example of how two competing firms pitch a new client. Here's the breakdown and the strategies that both used to win. Be the first to raise objections otherwise you will appear defensive in the eyes of the client. It seems odd, almost counterintuitive to actually bring up something that you're afraid that the client might ask. FBI negotiator, Chris Voss, advises making an "accusation audit"-a list of things the other party might accuse you of, and then say it first. In AMC's series "Better Call Saul" there are two excellent examples of how two master sales people pitch a new client.
In our sales training module, I refer to this as the "8 Mile" rule. Like famous rapper Eminem did at the climax of the film 8 Mile, he is the first to bring up what his opponent might say about him, leaving him speechless.
Eminem photo by Scott Council
All rights reserved
www.scottcouncil.com
www.mankindtv.com
scott.council
Learn more about our Business Bootcamp, designed to help you attract the right clients and grow your business: ftris.me/KKCqWi
Want to learn how to overcome objections just like this?
Check out or Negotiation Course: bit.ly/32L5TaJ
===
đSubscribe: goo.gl/F2AEbk
đSee our Academy Channel: goo.gl/vB9zoP
Want a deeper dive? Typography, Lettering, Sales & Marketing, Social Media and The Business of Design courses available here:
goo.gl/bRt5qd
đ Futur Podcast: thefutur.com/podcast/
âïž Futur Blog: thefutur.com/blog/
-
Love the content? Become a sustaining member for $5/mo today.
goo.gl/nwekfL
BOOKLIST -
Essential Reading for Creative Professionals: bit.ly/biz-booklist
Essential Design Books: bit.ly/futur-design-books
Kits & Proposals:
goo.gl/mSjuWQ
Visit our website:
www.thefutur.com
FREE resources:
goo.gl/Qh6gHr
-
We love getting your letters. Send it here:
The Futur
c/o Chris Do
1702 Olympic Blvd.
Santa Monica, CA 90404
USA
-
AFFILIATE LINKS*
đ Support The Futur by purchasing through our affiliate links:
Amazon: bit.ly/thefuturishere
Webflow: bit.ly/2EbET9l
Retro Supply Co.: bit.ly/2GW8gzR
Creative Market: goo.gl/g4jlTE
Design Cuts: bit.ly/2GSsAR3
âïž Sharpen your skills by taking a course, using our affiliate links:
Skillshare: goo.gl/YCo2uT
School of Motion: bit.ly/futur-som
Bring Your Own Laptop Tutorials: byol.me/thefutur
đ§ Do you like the music? Check out the music libraries we use in our affiliate links below:
Skillshare: skl.sh/34z8qVj
Epidemic Sound: share.epidemicsound.com/thefutur
Artlist: bit.ly/2uWdna7
*By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you.
-
Host: Chris Do
Content Director: Matthew Encina
Producer: Mark Contreras
Cinematographers/Editors: Stewart Schuster, Ricky Lucas, Jona Garcia
Social Team: Elle Money, Alex Burlui
Futur Theme Music: Adam Sanborne www.adamsanborne.com
Typefaces: Futura, DIN, Helvetica Now, Calibre, Knockout, Champion Gothic
Learn more about our Business Bootcamp, designed to help you attract the right clients and grow your business: ftris.me/KKCqWi
Love these shows keep them coming!!!
ۧÙÙ Ù Ű±Űۚۧ ۧÙÙÙ ÙŰźÙÙÙÙ ŰłŰ§ŰčŰŻÙÙÙ ŰčÙŰŻÙ Ű§ÙÙŰ§ŰŻÙ ÙŰÙ Ù
Yes, God is a designer.
If you think a god exists, you have Zero credibility.
Sorry. It shows youâre not about honest dialog, but misdirection.
@@samuelrobinson361 0
Huge respect for Chuck for appearing in Futur video without covering himself in a space blanket
Right?
No tin foil hat either!
@@markcontreras3572 a true madlad
this is the closest thing to role-play negotiations ( my favorites from the Futur ).
I love it.
Do more please.
Thank you.
Agree. This is 1 of my favourite.
Yes
"The client really wanted safety" - a bespoke solution is never safer than something tested by time. And I would add that a bias was also used here: fear of loss trumps potential gain. I liked this break down format, learned a lot!!
yes. I believe that's the loss aversion bias you are referencing.
this. most people would rather not loose what they have, then take a risk to get more. Especially in the world of banking or insurance.
@@kevinpowell9103 exactly
There isn't a lot of innovation in that industry so there aren't a lot of references for people taking risks and succeeding legally
@@william_SMMA no need to, fear is on their side
Great
Better call saul one of the most underrated shows
I have never heard of or see this show: intrigued.
@@monicakeenon8943 give it a try, you won't be disappointed
As good or better than Breaking Bad even.
@@theextantsrilankan5443Personally, I think the beginning seasons with Jimmy / Saul's Brother are too drawn out. I only kept watching because I am such a Saul Goodman, and I wanted to see the character's from Breaking Bad in prior years.
Underrated? Hahaha it is fairly praised and recognized everywhere, my friend
Excellent analysis. Really cool to see the show from a completely different perspective than from when I first watched it.
Glad you enjoyed it!
N.....a
Better Call Saul reference? Instant click!
We are the easiest fandom to bait fr fr
"Watch this pivot" straight went to an Ad, Well played.
I love that you talk about business practices in a context that freelancers can take hold of. I wish design courses in colleges included a business class that talked about stuff like this so we didn't feel like shark bait out there when we graduate. So until then...please keep it up
bingo! but they make us take unnecessary classes
Which series is this?
I really like this analysis based on movies and tv shows. It reminds me of a teacher who showed us bits from Mad Men so we could see how Don Draper pitched his ideas, talked to clients, some very useful stuff there as well.
Simply came here to compliment your hat...God IS a designer đ!
These kinds of acting and role-playing are the closest things I can get to experience business without actually doing business, keep it up!
The breakdown is spectacular. I'd love to see more examples like this. I'm sure the TV show Suits has similar negotiation scenes.
One of the things that struck me about BCS is Howardâs communication skills with his clients. This show has a lot of gems like that, and like what this video is spotlighting.
Which show is this?
Thanks for this advice. I see why I didnât win a particular client now: I couldnât anticipate how a competitor with stronger capital, longer history and a larger team easily bested me.
This vlogger is going to help me destroy attracting these low income customers who try to compare me to everyday trainers , that even I donât consider competition. Love you only just discovered you and Iâm 10 videos in . Learned so much already than I have in 12 years of buiness trial and error . Experience pays .this is what your paying for when your investing in a product or service . No arguments .
This was great. One objection I've had multiple times is "we're happy with our current provider at the moment. We'll keep you in mind"
Yeah, what would be a powerful come back?
Even though this breakdown was of a scripted interaction it was still super helpful because it brought me closer to understanding my clients and what they may be experiencing/thinking
This is an awesome format! Keep it up. đđ»
Thank you
This is a video that should be watched multiple times so you grab something new each time. This god tier masterful sales pitches from both parties.
What an unorthodox way of explaining things. I wish I had a teacher like you Chris.
I see Chris Do, teaching things from Better Call Saul, I immediately like! Thank your for this Chris! this show is definitely filled with gems like this.
Youâre very welcome
This was dope! This scene was quite methodical yet so relevant to all industries. Chris, you detailed this scene to appeal and remain relevant to the graphic design industry by showing that the big or "one man band" law firm's techniques can be implemented in the graphic design space. BIG props to The Futur and Better Call Saul !
This is true and I have done it and closed several times, you bring up the objections with the answers and you remove a ton of them from the prospect mind in a controlled manner, but I really like their humour/light sarcasm because it makes the converzation very interesting.
Yep
For people like me who threw their TV's away and skip these shows elsewhere, this of great value - critical analysis is what we hire for!
Thanks Howard.
You could react to the famous speech from Glengarry Glen Ross, or scenes from white collar & wolf of wallstreet.
They're classics:)
Also, the role of the person aside the seller is highly important in the sale, the person aside who just do "agree head movement" and don't even need to do something else create a social proof effect that really powerful in term of persuasion.
When I watched this episode I coudn't help thinking about the 'Embrace & Pivot', Chris. I was amazed by the script writers to use this technique in the story... So good to see you break it down!
glad you recognized the old "embrace and pivot"
Chris-you're not to be outdone. That you literally geek out over negotiation has undoubtedly helped thousands and made untold fortunes. So proud of you!
This type of content is really amazing. Please do more of these!
Love the way you criticize in a very sensible manner!
Impressive! This is brilliant ! I've been in sales roles most of my professional career. This is what all the slick sales sharks do but they don't teach you on the job. If you are good you'll learn it naturally with experience!
I like this format.
I would also add, that listening and repeating what the other person says back to them also plays in very well with selling them. It shows them you are listening
Absolutely.
More of this please. That was really fun and fascinating to watch. Love the insight. Thank you.
very cool breakdown of the pitches! Love to see more of it, especially from better call saul.
Truly GR8 segment and structure using showâs examples. Try it again.
You delivered this info flawlessly. More man... Make more for sure.
Great to see examples of the way to approach different problems. Definitely create of of these examples!
Fantastic analysis! đđđ„đ
Great format. Love it.
Cool format thanks for sharing!
I definitely noticed a few of those points he brought up while watching the show but was unable to make that much of it, but this is amazing, getting to know the workings in detail is exactly what I needed! Thank you so much Chris!
Absolutely fantastic. Youâre content really has me locked on and focused! Mega talented and highly informative. Thank you sir!
BRILLIANT...Please do more!
Love this format!! Great video!
Great content as always. This breakdown is awesome, Chris.
More of these clip and situational breakdown!! This was it!
Great format break down!!!! Love to see more of these !
Loved this format! keep it coming.
And then you can steal the client back by sabotaging the big firm like Jimy did hahahaha. Amazing content Chris, thank you.
No spoilers.
Spoiler but Jimmy is a sonova bitch lmao
I really loved it! This just opened my mind to new and creative approaches to speaking with clients. Thanks again.
excellent analysis. well done.
This was fantastic. Nice work Chris!
Love this format!
Better Call Saul is the best running show on TV right now by miles
This format is on point. More please
Loved this, great scenes, great breakdown of entering the conversations in the clientâs mind.
This is great Chris, would like to see more.
Love it. I'd love to see more.
Also some suggestions:
I'm not sure if these shows will match your demographic but they have some interesting scenes/storylines about starting your own business and all that jazz.
1. The Good Wife.
In season 6 or 7, the main character starts a solo practice and there's an episode thapt shows her navigating working from home, not having an assistant, getting the job done without the resources of a bigger firm. I think some of your audience could relate to that. She also hires an investigator in one of the episodes and it shows those negotiations where she has to decide between the people she wants and those she can afford.
Negotiating rates etc.
2. Younger
They have a lot of episodes where the characters are doing outbound marketing trying to get new potential clients for their publishing house. There are a lot of cold calls, networking events, and looking at what's author's they can pitch.
Also younger has been renewed for another season so when it premiers in 2021 the video will get more search results again potentially.
Anyway, I'm excited that you're doing something new.
3. Gilmore Girls.
This is probably not anywhere close to your demographic interest but I included it anyway.
In one season, I can't remember which, 2 if the cast members start their own business as partners but one ends up having to take on more of the business responsibilities and it causes conflict between them. The episode highlights the importance of communication and dealing with internal conflict.
I like the good wife. Could you perhaps help with identifying season episode and how far in so we can analyze it?
More of these Chris!!! Loved the explanation
Excellent format hope you do more
Amazing content, waiting for more like these
Absolutely loved this type of content. Illustrates the point but showing a practical situation. Good stuff Chris!
Thank you
Excellent presentation and delivery.
This is brilliant! love this format, thank you!
Chris and the team, when I started watching your videos around 3 weeks from now I was not sure where it will move my interest. Since that first clip, I can count dozens. Dozens of well crafted, thoughtful, generous acts of bringing what you earned to those you thrilled to hear something they really needed. And you know what? THANK YOU, guys. I appreciate your work so much, that you probably can not imagine. Every second day I listen to a future podcast and every evening I plan my learning time with the future video. I doubled my pricing cost, strengthen the relationships with my clients, cut off on unwanted moves. I could not find anything better. At this point, I am not able to pay you for it, but once it gets better, I promise I will send you something in return. Do more, please!
I loved this format, super engaging and the examples really help to solidify the points you are making. It's not just saying things, it's showing them in action.
We want more like this, Chris! I Learned a lot.
This was awesome Chris! many thanks and definitely we need more of this format.
_This format is sublime!_
As a credentialed music teacher and UX designer who spends a _LOT_ of time thinking about and toiling over how best to present ideas so they will take root and autonomously perpetuate deeply into the minds of those I engage with, I absolutely appreciate and value the wise and savvy application of the allegory.
Of course, breaking down inherently intriguing Hollywood clips that intellectually and emotionally play out these identified scenarios is _way_ more captivating, therefore way _WAY_ more edifying and brain-juicing.
_Bravo!_ Keep up the good work. Thank you for generously and purposefully contributing your valuable and well-presented teachings to humanityâs new virtual encyclopedia đđ»
Thank you đ
Hell yes make more content like this! I can relate to shows and movies and hearing you explain things in the way you do is extremely helpful.
did you see the one with Breaking Bad?
@@thefutur Yes it's also really good
Amazing... please keep sharing these types of examples
Please do more analyzing of such clips!
I just started posting my face on my CZcams because I really was inspired and liked the content here in the futur. Personal branding and just speaking in front of the camera is so important in any business and Chris you're a legend for inspiring so many people like myselfđđđ»đđ»
Smaller agencies are more agile and more focused on the client needs. Also they can be more speclised and cost effective.
Love it! Superb analysis
Wonderful content. Need more of these.
This is definitely a type of content that Iâd like to see more!
I have watched this show before but never took it for my advantage. Thank you for reminding me that there is lesson to be learned in everything. Thank you Chris for the motivation.
Loved this. So clear and great examples!
Fabulous breakdown!! Love the analysis!
I loved it! Any drama that's as well scripted as Better Call Saul or Breaking Bad is full of these little gems. Keep this kind of thing coming!
As for suggestions, some classic court room dramas would also be great to see logical argumentation in action.
Thanks you for the great content!
Will do Bart
I really love this new format. media is the best way to introspect especially for designers, good exercise for practising storytelling. and if we are taking requests- there could be a whole series made out of Mad Men but the Tabacoo Pitch from S1e1 would be perfect.
Subtle yet powerful strategy, it is so Machiavellian. Please do present more of this. Thank you đ
Love this. Please do more of these.
Chris please adopt me! The negotiation pointers really helped me land my first freelance project!
Awesome!!
Really liked this type of analysis and how you came up with the interesting video concept... I would like to see more of it for sure.
this definitely one of the best sales video in youtube. Great Content :)
I love what you did here. Keep this format. Thank you!
Amazing content as always, Chris and The Futur! I would love it if you could breakdown some of the negotiations done in The Suits or even techniques Tommy Shelby uses in Peaky Blinders (as long as they are within the law)!
Hi Cris!
I love this kind of content.
I was thinking about the scene from Mad Men when Don Draper does that amazing pitch about kodak carousel. Seriously, I almost cried.
There are lot of great other moments in Mad Men.
Yes. That was a great one.
Very refreshing format, would be glad if you keep these videos coming!
Yes this new format works. Watched your channel for years but subscribed today.
Great one, i'd love some more. There are many shows to learn from - please do Mad Men! :))
dropping knowledge always!
Loved this format!
I noticed from another one of your great videos, "How To Charge For Design: Value Based Pricing", the bigger firm uses exactly what you told the young lady you lightly scolded not to use.
The bigger firm uses a hefty helping of envy using extreme sarcasm to point out the "...boring details..." of managing extreme wealth and the knowledge to do so! The bigger firm even jokes and chuckles with one another!
Goes to show that it's all about the position you're in to be a direct version of what doesn't work for someone else!
This was really dope. I always found the tactics in SUITS pretty fancy but I'm not sure how realistic they are. If there's anything worth revisiting from there, make a vid! Love your content.
This was amazing! I'ma watch this show now
Absolutely amazing! Thank you đđŒ