The Best Sales Technique-Talk Less Listen More

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The Best Sales Technique-Talk Less Listen More

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4 жыл бұрын

How often do you avoid a sales call with a client because you are afraid you won't have the right answers? Even if you think you know the answer, you should never assume. Ask more questions. In this clip, Chris shows that often, clients aren't looking for the right answers but instead need help developing the right questions to discover the answers for themselves.
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This call included Pro-Members
Priscilla Blanchot - Designer / priscilla.blanchot
Henry Kaminski Jr. - Founder of Unique Designz Media uniquedesignz....
Mo Ismail - Founder MOCS Media - / officialmocs
This an After Hours from a meet up with our Pro Group Community.
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Пікірлер: 240

@thefutur 4 жыл бұрын

Need new design assets for your next project? Check out the sponsor of this episode Vexels and save 35% off their subscription: bit.ly/Vexels-For-Designers

@goodnessonyediofodile 4 жыл бұрын

What if they don't know what they want as a client... And I very much think it differs too, there are clients that if you just do that, the listen techniques, they will assume you don't know the job or you don't have the skills to handle what they want, they will develop doubt, so how can this be avoided or dealt with...

@brantleycristian8088 3 жыл бұрын

Instablaster.

@dallasdesigner300 4 жыл бұрын

I've been telling my clients for years, "It doesn't matter whether you go with me or not, I want you to leave this conversation educated." They usually go with me because I value their business over mine…if they can afford me.

@dashactivateonline 4 жыл бұрын

That is SOLID! Right on Cecil! 🙌🏽

@amandalinder1135 Жыл бұрын

Yes! I just want them to hire a high quality/high value contractor. It hurts if they go with someone else, but that sting is magnified if they made an inferior choice.

@intima.kreativa Жыл бұрын

But what about those clients who are actually window shopping? They compare prices/budgets? It is frustrating sometimes knowing that we have put value and try to understand their needs and educate them only in the end they go with the other agency who is, budget wise, cheaper.

@Sean-me4fv Жыл бұрын

As a client, instead of the word "educated" I would prefer to hear you say "feeling knowledgeable and informed".

@michaelmatzat1099 4 жыл бұрын

These pro group videos are just completely insane in value.

@kadiatououattara3478 3 жыл бұрын

period

@asdfgoogle 3 жыл бұрын

Yeah. They're free. The value of ridiculous 😂

@barbiefigueroa 2 жыл бұрын

LOVE. This is GOLD. Stop Selling. Start Closing. Ask Better Questions, Get Better Answers. Stop Jumping in and Guessing and Just LISTEN. We Care about THEM More than the Money We Will Make = More Sales. Just affirmed what's worked for me. But the Way He Explains it is just Magical it registers deeply.

@thefutur 2 жыл бұрын

Thank you 🙏

@pamelah6431 3 жыл бұрын

When I was shopping for a truck, the man who finally got the sale was the first person to LISTEN - not just listen, but TOOK NOTES. He then said, "Wait here." Showed up with my truck. Handed them to me & said "Take your time." Didn't insist on riding along, telling me where to turn, asking if I liked the ignition display.... He sold me what I wanted. I recommended him to my parents for their next vehicle & have been telling people about that experience for 5 years now. It was impressive.

@TheIvanMad 4 жыл бұрын

I've been practising more listening for a couple months and boy I have closed more sales, this totally works!

@thefutur 4 жыл бұрын

Awesome!!

@sandovalsolutions 4 жыл бұрын

"....What compels you to open your mouth?" G.O.A.T. level sh*t. Love you Chris! As the questions continued Chris further uncovers.

@sandovalsolutions 4 жыл бұрын

"One Mississippi..." Loved this one. Stay safe people!!

@adventure-007 4 жыл бұрын

This is a life advice: Don't assume!

@ralphwarom2514 4 жыл бұрын

Please do this. I honestly feel like sometimes when I hire someone to design all that they want to do is jump into the work. I feel like going slower is more important. I want to give this video a big thumbs up.

@kaaacper297 3 жыл бұрын

So true 😅

@buddyrichable1 3 жыл бұрын

This is great ‘life’ advice. Most of us, as Chris said, want validation, and to show how smart we are, thinking of the next thing to say instead of listening. When you really focus and genuinely listen to another person, it validates ‘them’, and they feel it.

@barboncino_III Жыл бұрын

I love the transparency of information in the conversation. No sugar coating, just straight to the point respectfully.

@ahnjitheillustrator8172 3 жыл бұрын

Watching this again before the meeting with a client tomorrow afternoon. Listen to the client, ask more questions, get more informations from the client, don't cut off, frame what they want to what I want....Voila!

@thefutur 3 жыл бұрын

good luck

@ahnjitheillustrator8172 3 жыл бұрын

@@thefutur Thank you always for the good contents!😍😉

@AlexMcDaniels 4 жыл бұрын

I can't articulate how good this piece is. So much Wisdom in a few minutes, i definitely need to dissect this a lot and take action accordingly

@dawnbloxham4701 4 жыл бұрын

This reminds me of the book Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss. Listen, never assume, and let them think they conclusion or solution. I personally feel the the number one thing clients want is to be understood. This is achieved by asking questions.

@user-kt5op4gr9d 5 ай бұрын

I'm 19 years old and I just started college. I can say that Chris Do has taught me more life values than anyone. I'm not only learning how to design products better, but also become a better person, either it's for a client or people around me, and it is something I really want to achieve growing up🌟

@HeavyK. 3 жыл бұрын

This desire to speak takes over our meetings at my place of employment. I have found that the higher the meeting, the more the participants exude heated desire to speak. And not only speak, but to speak first, loud, and fast. In fact, these tactics are rewarded. Sometimes a contributor gets more attention at the moment and gets more chances to shine and outshine others at the table. If it's one-on-one with a client, the dynamic is quite different. In this video ... even CHRIS DO loses his patients and almost tells everyone to shut up. This is an extremely important video.

@3dduff 4 жыл бұрын

Yes. Guilty. I know I sometimes get swept away in the moment and want to tell the client/studio all the great ideas I have at that moment. But as you are pointing out...I am not LISTENING. I am making the situation about myself. This is great advise. THANK YOU.

@EPHONIC 4 жыл бұрын

Great advice. Need to listen and ask relevant, non-filler questions. Two ears, one mouth for a good reason.

@EganFilm 2 жыл бұрын

I realize this video is old but I got a ton of value from it - thank you.

@dashactivateonline 4 жыл бұрын

Nice one Chris Do! We loved this analogy "They are the lion, you are the sheep" on respecting your client's work history and how to best help them. The empathy and humble mindset first are truly so valuable for anyone to put into practice!💪🏽

@businesswealthstory 3 жыл бұрын

I love Grant Cardone, but man, this guy breaks it down so well. This channel is so helpful!!

@thefutur 3 жыл бұрын

Thank you 🙏

@vnrjn8 8 ай бұрын

This has quickly become my favorite KZfaq site. Chris is dropping astoundingly productive insights to anyone who is passionate about design. It's a rare combination of conceptual and aesthetic refinement to go along with practical measures one can take into the world of brass tacks and bottom lines to help one thrive. Wish I had come across this years ago.

@thefutur 8 ай бұрын

Thank you. 🙏

@amyrawiththey5661 4 жыл бұрын

This is amazing. It really sums up what usually happens in a lot of the meetings I have as a creative vendor with so many clients. I am from Libya, a country in North Africa, and I can tell you that it is no different here! So I guess these are somewhat universal issues, we all suffer. I need to practice listening more.

@kelvinahkian6389 3 жыл бұрын

This is the kind of video that I need to watch once in a while. To remind me that less usually is more.

@MohammedHassan-mx2qq 4 жыл бұрын

To the Pro Members, if you want evidence that what Chris is saying is true, look at The Futur. It has become so successful over the years (and you even pay for it) purely because he asks us the designers about what we need and want and face. The content is perfectly crafted and tailored to our needs. He has understood it so well which is what makes us keep coming back. Put that concept in the context of the video above. Again keep up the good work guys!

@Webdogg 4 жыл бұрын

Man! I need to listen more and learn how to ask the right questions. Thanks for this awesome lesson!

@alexs8312 11 ай бұрын

I had to learn the power of silence the hard way. Lost a $40 million potential client because I connected the prospect to one of our top sales reps who wanted to fly the client to NY to meet with our leadership team. Up to that point the call was going really well. then she asked the question and went silent. My insecurity led me to speak about 20 seconds into the silence. Client then asked to send him a brochure and we never got another shot. I could literally feel her saying "STFU stupid" while I was talking. One of the most expensive lessons I ever learned, but the catalyst for learning the value of silence.

@graphiczonestudio Жыл бұрын

I love that ' What compels you to open your mouth' Moment.

@Hugo-rq3fi 4 жыл бұрын

2:15 someone watched Matthew's video on composition before doing that haha Great video, keep it coming!

@nextstep7034 4 жыл бұрын

Yes I did ;)

@tedereTSSK 2 ай бұрын

The one thing I learn time and again is: ask questions.

@southallsikhfunerals Жыл бұрын

Amazing, I’m a chatterbox but just by watching this video I’ve realised to listen, asks questions and then answer. Thank you 🙏

@thefutur Жыл бұрын

Glad it was helpful!

@waeez1799 4 жыл бұрын

Chris is so smooth man I'm lovin it and of course, it's hard to give advice that one can really apply.

@pauletteb.9652 2 жыл бұрын

Value...pure value.

@jameygannon1973 4 жыл бұрын

i am absolutely terrible at cutting people off! this was a great reminder for a few calls i have coming up. thank you chris!

@jesse_sweed 3 жыл бұрын

It's amazing how I needed to hear this right now. Thanks, guys

@UniquedesignzNetHMKGroup 4 жыл бұрын

This was such a great learning lesson for me. I’m so grateful for that experience

@thefutur 4 жыл бұрын

Thanks for your participation

@RyanHoltz Жыл бұрын

You are everywhere Henry!

@UniquedesignzNetHMKGroup Жыл бұрын

@@RyanHoltz hahahan ya can’t get away from me! 🤣🤣🤣 Hope all is well stud!

@jalenthomas3102 2 жыл бұрын

I do sells for a living. Chris helped me see, that I am not selling people anything, only helping them get the products that they need and want.

@AleksandraSavic21 2 жыл бұрын

I like how you rephrased the question Chris 🙌🙌

@Lumberzackk 3 жыл бұрын

I've had a lot of sales guys give me advice contrary to this... I think multiple tactics work for different people and industries. I personally believe in his methods and use it with my clients, as it just comes naturally to me.

@BryanButlerArt 4 жыл бұрын

fantastic content. Learned a lot

@atommindproject9060 4 жыл бұрын

I never use the term "golden nuggets", but maaaan... ain't that a "Freaking huge Gold MINE"!!!!! Wow! Now, I'm new to sales, but my work is mind programming... this is legit, it is "The Key"! One that also opens doors in other areas - all connected with communication (including your own Mind, Body, Souls, Spirit,Intuition and Life itself). :) Amazing! Simply put - brilliant video. Thank you, Chris and The Futur for yet another wonderful experience of learning and beautiful natural human interaction. :) #knowledge #realization #LevelUp #TheRulesOfTheGame

@thefutur 4 жыл бұрын

Appreciate it!

@SOUTHNEK 4 жыл бұрын

So incredibly true and I believe the personality trait is genetic as well. If you look at your behavior to cut people off, you have someone very close in your family tree that does the same thing - usually Mom or Dad. Then it gets exacerbated by surrounding yourself with others that do the same. I also believe the trait is directly linked to a short attention span (ADD, ADHD, etc) - The feeling to say something before you forget is overwhelming, so you just, involuntarily, cut them off.

@fredricklee 4 жыл бұрын

Chris must be my long lost brother from another mother as his responses and questioning are what I would say 🔥. Henry hit it out of the park as it is the “Results” that count for a client and future clients 💯. Chris’ key point is that you do not always need to say something, learn to be quiet, learn to listen, and think about the client’s need. Serious Art of War lessons from Chris.

@thefutur 4 жыл бұрын

thanks Fredrick

@thesunilvarma 4 жыл бұрын

Every Time I Watch Chris's Videos You Know What i get 100X more Value than any other similar topic videos on KZfaq ! ❤️️ YOU AND ❤️️ YOUR'S VIDEOS AND KEEP IT UP !

@thefutur 4 жыл бұрын

Thanks

@akilahrena 3 жыл бұрын

Love these short videos. They are filled with so much value! Thank you for the content you all put out.

@brycehughes4586 Жыл бұрын

Don't cut off the client.... Proceeds to cut off everyone in the conversation :D My man is a LION of an introvert!

@felixquansah5214 4 жыл бұрын

wow.......this was extremely valuable!!!

@MondoVideos 2 жыл бұрын

The music helps me listen and slow it down, excellent material here! "Don't put seagulls into others' pictures" as David Sandler used to teach.

@luciaregules9270 4 жыл бұрын

Is Chris sick? Take care, sir! THANK YOU FOR THIS VALUABLE CONTENT

@thefutur 4 жыл бұрын

I was during this taping. my throat was wrecked.

@carolinele526 4 жыл бұрын

ya'll need to do a video on social awareness. this was spot on

@yashbutno 4 жыл бұрын

Gold 🧡

@kimbarsegyan 4 жыл бұрын

This is some serious eye-opening stuff right here. You guys are simply brilliant for providing this level of quality for free.

@thefutur 4 жыл бұрын

Thanks

@uncleanAlibertine1 Жыл бұрын

this is gold!

@joeldcanfield_spinhead 4 жыл бұрын

For years, I coached small business owners by asking them enough questions so they'd come up with the answer they already knew. And all of them, ALL of them, said "Why should I pay you anything? I came up with the answer myself." (Yeah, lots of work-for-experience-and-testimonials going on there, another mistake.) By the time I learned to make my process obvious (in that a, it WAS a process, and b, it was ME) I'd become so frustrated at people who couldn't see what I was doing for them that I moved on and started writing books instead. Every time I listen to Chris I think, yeah, yeah, that's what I did, that's how you do it, and I'm 49% delighted to have all my years of work and frustration validated, and 51% miffed that I never found the key to making it work.

@joeldcanfield_spinhead 4 жыл бұрын

@@moondroo This was me trying to start a consultancy, working free for the testimonials. Most of these folks ended up making more money than me. I went back to web design and started writing novels.

@joeldcanfield_spinhead 4 жыл бұрын

@@moondroo Ah, it's been so long ago, and I've truly moved on. Thanks for the encouraging words. The answer, back then, would have been to set the right expectation. Then, when they thought "Oh, I know the answer" their next thought would have been "Wait, that's what you SAID was going to happen." I'm content with where I am and what I'm doing. It's been interesting discussing it.

@kartik0016 3 жыл бұрын

Can we PLEASEEE have the Chris Do "Death Eyes" poster? Lot of value in that poster!

@thefutur 3 жыл бұрын

Haha

@CabinetFramingUK 3 жыл бұрын

No really. We'd buy that

@HanselHessUnfiltered 3 жыл бұрын

Yeah me took

@djjiang3718 2 жыл бұрын

Thank you Chris for another piece of gold advice, and my question is I am a good listener, but how to ask high-value questions?

@thefutur 2 жыл бұрын

Read the coaching habit.

@robdinning 4 жыл бұрын

The content and cameos just keep getting better!!

@AmishPatel 3 жыл бұрын

Mo! Such a people pleaser. I do that too

@tellme238 4 жыл бұрын

I needed this video "slow down" 👍 Thanks

@lukekoz5748 4 жыл бұрын

Some textbook design thinking on demonstration. Not prescribing solutions to a problems is such an important skill to learn. Problems need to be unpacked little by little to get to the core of what is actually going on, it's far too tempting to jump ahead & guess before we know.

@BlackBoxStudiosGh Жыл бұрын

I wish i heard this before meeting all these clients throughout my years. 😅

@Sean-me4fv Жыл бұрын

My tips are to take the client on a gently journey toward a sale: Keep signposting that we are getting closer to a sale. Aim to obtain commitment, even if it is a small commitment first such as being willing to listen to me talk about a new product, then willingness to have a trial or demo of the product, then willing to purchase with a money-back guarantee. Find out which problem you are solving for the client. Ask them how that problem makes them feel, by giving suggestions. "That must be frustrating for you?" "That must make things really difficult?" "You must be really tired at the end of the day?" When they respond affirmatively, let them know "You won't have to feel like that any more, because this new product is going to resolve that issue". The key thing is to focus on solving the client's feeling of frustration, exhaustion, difficulty, etc, rather than just the core problem.

@atngaming2019 Жыл бұрын

This is so good, can you do more of these type of videos

@thefutur Жыл бұрын

Thank you

@ThePaintitblak 4 жыл бұрын

wonderful insights 👍

@virakchhang 2 жыл бұрын

I noticed there are so many people in this room that is waiting for their turn to talk during a lesson on how to listen.

@rien3201 4 жыл бұрын

I love the atmosphere of all the audiences in the room so much, and the interactions among u guys :D

@k0mmunicat0r 4 жыл бұрын

Chris is right!

@JTTechie 3 жыл бұрын

Another piece of gold!

@caqol 3 жыл бұрын

Agreed. CONTEXT. very important. While people are wanting to learn sales and making money. Yet still so many without food or even a cellphone.

@caqol 3 жыл бұрын

However, I am so guilty of not letting others perhaps finishing. I had to learn to listen more.

@marycaroline9808 4 жыл бұрын

Very insightful. But i need more exposure of what kind of questions or example of questions that will drive the clients to answer more with our deep and smart questions? I think its also important for us to also learn about critical thinking

@laurentsaint-louis4818 3 жыл бұрын

I have MAD respect for Chris Do and thefutur. I just find it ironic that he talks about not interrupting the client, but at 3:58, he cuts off the person asking a question. Again, mad respect for this group and I understand the big picture of the message. Is there something I'm not getting?

@somewhereintok Жыл бұрын

The other guy isn’t the client.

@pglickman 3 жыл бұрын

This is gold.

@doublemintmaple 3 жыл бұрын

Pure gold, as usual ♥️

@rodrigoenriquepizarrodyer8049 4 жыл бұрын

Amazing content guys! Thank you!

@SamikshaR28 8 ай бұрын

I learnt here...Be silent and Understand. When you stop selling you start Closing

@ianpatrick23 3 жыл бұрын

He just articulated the difference between professionals and amateurs

@victorlee7355 4 жыл бұрын

This nature of not assuming seems to contradict your other video "Be the first to say what your client is thinking." I'm no Chris Do, but I did give this some thought and your feedback would be greatly appreciated. So help me understand, are you articulating if the premise is to find a solution, let the client speak the answer first; but if the premise is to curb an objection (as in the other video), the closer should speak first?

@thefutur 4 жыл бұрын

You have to understand the context of each video. Be the first to raise objections with clients. That’s different than learning to understand the problem.

@NibberKSmooth 3 жыл бұрын

5:53 This is a perfect example of social anxiety and a disregard/ignorance of it. Staying silent is respectful, intelligent and important, speaking for the sake of it and/or because YOU need to say something is disrespectful, selfish and damaging. Keep quiet and show respect.

@John-Adams-Can Жыл бұрын

I have to tell my wife this constantly: you learn more with your ears than your mouth.

@thefutur Жыл бұрын

I bet that gets you in trouble.

@monchisano9279 3 жыл бұрын

It is surprising that this content is FREE.

@massterrbarber 6 ай бұрын

Counting to 5 ❤it.REALLY

@KingaGorski 3 жыл бұрын

This was SO good. Thank you for sharing this.

@divenlaxman1977 3 жыл бұрын

I really enjoyed this session, full of information and must be fun to be with this group :-)

@IrynaSekletina 4 жыл бұрын

9:28 So true! Listen, be professional, try not to sell, but solve and serve! Thank you)))

@mockingbird11294 4 жыл бұрын

7:41 slick and subtle edit there 👌

@NARUHOTEL 4 жыл бұрын

What compels you to open your mouth? Damn. lol

@darylcaberte 4 жыл бұрын

That was beautiful

@Martinit0 4 жыл бұрын

..and then Matthew barges in and makes it a cliffhanger. I was like "Nooooooo, don't cut off The Do"

@thedesignergamer Жыл бұрын

Just listen, be honest, and put the client's best interest on top. Then you'll get business. And business makes money (not a paycheck).

@ahmedalgrai 4 жыл бұрын

Full version pls!

@thefutur 4 жыл бұрын

sorry. that was only for those in attendance.

@danielakachi3666 3 жыл бұрын

perfect timing or planned?, the soundtrack 1:32 stuters and matches the "hold on let me just say something" Nice one!!

@ricardozoomable 4 жыл бұрын

Great content!

@DavidVallieres 3 жыл бұрын

That’s the Socratic method - simply ask questions, bc they already know the answer. Shut up and let them solve their own problems. Brilliant.

@masonh9028 4 жыл бұрын

At this time with Covid halting all clients, what are some things branding agencies can do to get through this?

@MirdjanHyle 4 жыл бұрын

This is what I call " Big Dog Energy". I call it also in another way, but Big Dog works as well hahaha

@thefutur 4 жыл бұрын

Haha. I think I know what you mean. (Aka Richárd)

@realcontent 2 жыл бұрын

beautiful

@brightsimukoko8256 3 жыл бұрын

Chris is the G.O.AT🔥

@petrchutny 4 жыл бұрын

Brilliant 🙂

@ArhamQazi 3 жыл бұрын

4:00 Client when i tell them my charges

@user-je4qs7kj7c Жыл бұрын

How do you use this for a restaurant business when you’re not,offering personal service

@rajkumawat3869 4 жыл бұрын

Chris, Promotion Ads you do in the middle of a video, It really sucks. It distracts us. We totally get disconnected!!! You can do a promotion video at the start or at the end. Thanks for the valuable information!!!

@thefutur 4 жыл бұрын

thanks Raj. do the commercials bother to a point that you'd pay to not watch them? you can subscribe to KZfaq Red.