Use This Sales Technique The Next Time You Pitch

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Use This Sales Technique The Next Time You Pitch

Рет қаралды 522,254

Күн бұрын

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
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Пікірлер: 1 200

@thefutur 3 жыл бұрын

Learn more about our Business Bootcamp, designed to help you attract the right clients and grow your business: ftris.me/KKCqWi

@samuelrobinson361 3 жыл бұрын

Love these shows keep them coming!!!

@user-nx1sv4mn9t 3 жыл бұрын

الو مرحبا الله يخليكم ساعدوني عندي اولادي وحمل

@architecture.w 3 жыл бұрын

Yes, God is a designer.

@moonshoes11 3 жыл бұрын

If you think a god exists, you have Zero credibility. Sorry. It shows you’re not about honest dialog, but misdirection.

@nubisenneferre762 3 жыл бұрын

@@samuelrobinson361 0

@greatmouhcine 4 жыл бұрын

this is the closest thing to role-play negotiations ( my favorites from the Futur ). I love it. Do more please. Thank you.

@LargestClassifieds 3 жыл бұрын

Agree. This is 1 of my favourite.

@fluffnpaw2156 Жыл бұрын

Yes

@IliePandia 4 жыл бұрын

"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!!

@thefutur 4 жыл бұрын

yes. I believe that's the loss aversion bias you are referencing.

@kevinpowell9103 3 жыл бұрын

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.

@william_SMMA 3 жыл бұрын

@@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

@aaronhuber5299 3 жыл бұрын

@@william_SMMA no need to, fear is on their side

@instinctosmosis 2 жыл бұрын

Great

@theextantsrilankan5443 3 жыл бұрын

Better call saul one of the most underrated shows

@monicakeenon8943 3 жыл бұрын

I have never heard of or see this show: intrigued.

@theextantsrilankan5443 3 жыл бұрын

@@monicakeenon8943 give it a try, you won't be disappointed

@federov100 2 жыл бұрын

As good or better than Breaking Bad even.

@sanansa4567 2 жыл бұрын

@@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.

@emilianoartis Жыл бұрын

Underrated? Hahaha it is fairly praised and recognized everywhere, my friend

@dustinphelps2543 3 жыл бұрын

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

@jonathan_brutus 2 жыл бұрын

bingo! but they make us take unnecessary classes

@arjunhar4866 Жыл бұрын

Which series is this?

@raadas2745 4 жыл бұрын

Huge respect for Chuck for appearing in Futur video without covering himself in a space blanket

@thefutur 4 жыл бұрын

Right?

@markcontreras3572 4 жыл бұрын

No tin foil hat either!

@raadas2745 4 жыл бұрын

@@markcontreras3572 a true madlad

@fmanantsoa 4 жыл бұрын

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.

@stewale 4 жыл бұрын

These kinds of acting and role-playing are the closest things I can get to experience business without actually doing business, keep it up!

@_K4OS 9 ай бұрын

"Watch this pivot" straight went to an Ad, Well played.

@vladj8591 4 жыл бұрын

Excellent analysis. Really cool to see the show from a completely different perspective than from when I first watched it.

@thefutur 4 жыл бұрын

Glad you enjoyed it!

@Batman-hg4jo 3 жыл бұрын

N.....a

@oxskaterxo 4 жыл бұрын

The breakdown is spectacular. I'd love to see more examples like this. I'm sure the TV show Suits has similar negotiation scenes.

@ZoraPMC 3 жыл бұрын

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.

@ieLindy 4 жыл бұрын

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

@namebrandkids2558 3 жыл бұрын

Simply came here to compliment your hat...God IS a designer 🙌!

@CED.Dweller 2 жыл бұрын

Thanks for this advice. I see why I didn’t win a particular client now: I couldn’t anticipate how a competitor with stronger capital, longer history and a larger team easily bested me.

@amydubin1 2 жыл бұрын

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!

@alexmendoza9270 2 ай бұрын

You brought in new team members. It's refreshing watching like a fly intead of just listening only to you and the people asking you questions.

@kentonvos5439 4 жыл бұрын

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 !

@ihorhulyahrodskyy2710 4 жыл бұрын

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!

@theextramile7438 4 жыл бұрын

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.

@thefutur 4 жыл бұрын

You’re very welcome

@embracingeverydayrealities3429 3 жыл бұрын

I think it was masterful the way you used this content to bring out methods a lot of people may have been wondering about, myself included. I recently discovered your channel and I like what I am seeing. Keep up the good work.

@UNIQMEDIA_ 4 жыл бұрын

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.

@ysammo214 2 жыл бұрын

This type of content is really amazing. Please do more of these!

@missrockstarglamazon6846 2 жыл бұрын

This vlogger is going to help me destroy attracting these low income customers who try to compare me to everyday trainers , that even I don’t consider competition. Love you only just discovered you and I’m 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 .

@mdhazeldine 4 жыл бұрын

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"

@Rkroe24 4 жыл бұрын

Yeah, what would be a powerful come back?

@MeowfaceMusic 3 жыл бұрын

_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 humanity’s new virtual encyclopedia 👍🏻

@thefutur 3 жыл бұрын

Thank you 😊

@basvandeneijkhof7230 3 жыл бұрын

Great to see examples of the way to approach different problems. Definitely create of of these examples!

@filmydhamaka4401 Жыл бұрын

This video was a goldmine. You should create more videos on this. I love that how bigger firm reflected different areas where they hold their strength and that too in subtle way.

@MaryTanHooper 3 жыл бұрын

Subtle yet powerful strategy, it is so Machiavellian. Please do present more of this. Thank you 🙏

@SuperherosquadThe 4 жыл бұрын

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!

@ToddLloyd Жыл бұрын

One of the things that struck me about BCS is Howard’s communication skills with his clients. This show has a lot of gems like that, and like what this video is spotlighting.

@arjunhar4866 Жыл бұрын

Which show is this?

@howardstein9565 4 жыл бұрын

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!

@thefutur 4 жыл бұрын

Thanks Howard.

@plin7040 2 ай бұрын

Man , thank you for posting these videos online. I've watched so many videos on sales and your content is amazing. I'm definitely going to support your content. It's amazing

@thefutur 2 ай бұрын

Thank you

@muhammadpro 3 жыл бұрын

Love the way you criticize in a very sensible manner!

@aiyewatughu6082 3 жыл бұрын

I really loved it! This just opened my mind to new and creative approaches to speaking with clients. Thanks again.

@annsophiebe 4 жыл бұрын

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!

@thefutur 4 жыл бұрын

glad you recognized the old "embrace and pivot"

@edwardchokoto 2 жыл бұрын

Ever since I found this channel.... It has become my favorite channel Thank you guys for great content all the time.

@samheedy 4 жыл бұрын

I just started posting my face on my KZfaq 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 myself💙🙏🏻🙏🏻

@robynleesamuels 4 жыл бұрын

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.

@thefutur 4 жыл бұрын

I like the good wife. Could you perhaps help with identifying season episode and how far in so we can analyze it?

@davidia8000 2 жыл бұрын

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.

@thefutur 2 жыл бұрын

Yep

@MarcAricheta 4 жыл бұрын

What an unorthodox way of explaining things. I wish I had a teacher like you Chris.

@manankumarocks 4 жыл бұрын

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.

@carstenhuschka6276 4 жыл бұрын

very cool breakdown of the pitches! Love to see more of it, especially from better call saul.

@RaymondWLo 2 жыл бұрын

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!

@mguerra79 4 жыл бұрын

This video appeared in the suggestions and I opened it, and, despite new, I thouhgt, because of the theme, that it was old... Not 2 weeks old. Nice one, I really enjoyed it, Chris! Keep them coming! New times, new formats...

@JacquiMwangi 3 жыл бұрын

Absolutely loved this type of content. Illustrates the point but showing a practical situation. Good stuff Chris!

@thefutur 3 жыл бұрын

Thank you

@anzolomyer4584 4 жыл бұрын

More of this please. That was really fun and fascinating to watch. Love the insight. Thank you.

@GenesisValentineMusic 2 жыл бұрын

I'm so glad that you explored this concept! So cool that you broke this down.

@jcxlscr 4 жыл бұрын

I LOVE thia format! There are a few things I watch on youtube, tutorials (thefutur falls in here), documentaries (to expand worldview) & film analysis (the medium is perfect to develop storytelling). You mixed 2 of them!

@thefutur 4 жыл бұрын

Appreciate the feedback

@jeffbrowngraphics 4 жыл бұрын

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.

@aleomessina 3 жыл бұрын

Fantastic analysis! 🙌🙌🔥👍

@dumisanib7 2 ай бұрын

"She is young....she is the future!"- subtly planting a doubt in the client's mind which is a powerful tool

@nomadicjoe8095 3 жыл бұрын

You delivered this info flawlessly. More man... Make more for sure.

@Icey-s 4 жыл бұрын

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.

@bartderuyck 4 жыл бұрын

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!

@thefutur 4 жыл бұрын

Will do Bart

@ame7cua831 4 жыл бұрын

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

@thefutur 4 жыл бұрын

Absolutely.

@Vigz97 4 жыл бұрын

It was great to see the concepts you talk about play out in a different setting and still have relevance. Yes, bring on some more!

@thefutur 4 жыл бұрын

Thanks

@camschreiner1455 4 жыл бұрын

More of these clip and situational breakdown!! This was it!

@lukaparac 2 жыл бұрын

This is an awesome format! Keep it up. 👍🏻

@thefutur 2 жыл бұрын

Thank you

@beesheee 2 жыл бұрын

Your emotional intelligence is incredible. This is what a person gets when they do their inner work. I love that you highlight this fact. Go Futur!

@Kyle5K 3 жыл бұрын

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!

@AkinsRealm 3 жыл бұрын

This is definitely a type of content that I’d like to see more!

@markodraganiic 4 жыл бұрын

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.

@superdaddydiesel 2 жыл бұрын

As a seasoned sales professional in the Bay area, I found this piece very dope because of the word play, the subtleties and high level strategic moves made in very short space. Great topic and even better analysis. Excellent use of movie clips to illustrate the art of sales negotiation.

@jimcroce7156 2 жыл бұрын

Started watching a few episodes of this show last week. That same week I finally secured a project worth 5x my usual rate. This show is inspirational for freelancers, especially the first 3 seasons. I highly recommend!

@thefutur 2 жыл бұрын

Nice work!

@salonichopra6263 4 жыл бұрын

Chris please adopt me! The negotiation pointers really helped me land my first freelance project!

@thefutur 4 жыл бұрын

Awesome!!

@abnerphilipe 4 жыл бұрын

And then you can steal the client back by sabotaging the big firm like Jimy did hahahaha. Amazing content Chris, thank you.

@thefutur 4 жыл бұрын

No spoilers.

@ThePsychicFish 4 жыл бұрын

Spoiler but Jimmy is a sonova bitch lmao

@martinward2965 2 жыл бұрын

This was great. This was so easy to understand and using pop culture references to explain your video. Please do more like these.

@jotablen5978 3 жыл бұрын

Damn!!! I've lost the last two jobs interviews making those same mistakes. I mean: I didn't present anything that way, only thinking in tech specs, nothing about 'how my experience' could make a difference. Thanks a lot!!!

@movingtar 4 жыл бұрын

Great content as always. This breakdown is awesome, Chris.

@paragonmc 4 жыл бұрын

Smaller agencies are more agile and more focused on the client needs. Also they can be more speclised and cost effective.

@templeexecutivecoaching7384 4 жыл бұрын

I saw something about Better Call Saul, so I clicked! Love this presentation. Would really like to see more.

@muhammadhunain6914 4 жыл бұрын

This was awesome Chris! many thanks and definitely we need more of this format.

@BekBobek 4 жыл бұрын

Love this format!

@jonathanzrout6994 3 жыл бұрын

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.

@thefutur 3 жыл бұрын

did you see the one with Breaking Bad?

@jonathanzrout6994 3 жыл бұрын

@@thefutur Yes it's also really good

@christrammell-strategistla6211 2 жыл бұрын

Great SHOW AND TELL to deliver your message effectively. Loved the play-by-play analysis. 🤓🤩👍🏼

@beryosa 3 жыл бұрын

First of all, thank you for the whole content and your videos. This video is GREAT. I hate it to sell, but as a solo-interpreneur I have to and this video is just an amazing way to explain. If you would say: „find what the customer needs and build on that“ - then I would think - „yeah, thanks, I know the theory“. With the video as example - PERFECT! Not many people watched the video and I think it‘s because not many people like to sell. But as a freelancer or (solo-) entrepreneur you have to learn these things because NOBODY will sell for you.

@malinirao 3 жыл бұрын

This is great Chris, would like to see more.

@joemarilla 3 жыл бұрын

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.

@scyfox. 3 жыл бұрын

I loved the part where you know if you aren't capable to succeed don't try and don't waste his time and yours. I feel that it has a lot of power, respect and and maturity to be able to pull the breaks or floor it if you mean it. I'd love to her more of that course you're talking about

@TheAccountsCoach 4 жыл бұрын

This was awesome. Learnt some of this on my MBA around negotiations. Understand the other parties strengths and offerings.

@saroshpadikkal2362 4 жыл бұрын

Amazing content, waiting for more like these

@edm0305 3 жыл бұрын

I love what you did here. Keep this format. Thank you!

@sunillekhi7924 3 жыл бұрын

This is perhaps the best video you made

@LoganMcNay 4 жыл бұрын

Better Call Saul is the best running show on TV right now by miles

@RodrigoKormann 4 жыл бұрын

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.

@thefutur 4 жыл бұрын

Yes. That was a great one.

@drkonquer 2 жыл бұрын

This pitch is by far a wrestle worth the watch. And your analysis is breathtaking. Thank you.

@Sybilsbeauty 3 жыл бұрын

This is the first video I've watched on your channel and I loved this format. Please do more! Thank you!

@thefutur 3 жыл бұрын

Thanks. Welcome to the Futur

@flamingfistglobal 3 жыл бұрын

Really impressive and beneficial. This is the way we should have been taught In school.

@ciocolatta 4 жыл бұрын

Love it Chris! It relates so well because we were glued to the TV watching the drama. Thank you! If it's not too selfish to ask, more please!

@ivansemchuk 4 жыл бұрын

That's absolutely great analysis. Please, keep on going!

@stephenward7856 4 жыл бұрын

Loved this, great scenes, great breakdown of entering the conversations in the client’s mind.

@LucasSkylarScott 4 жыл бұрын

Absolutely fantastic. You’re content really has me locked on and focused! Mega talented and highly informative. Thank you sir!

@templeexecutivecoaching7384 3 жыл бұрын

Okay, I admit I sent a copy of this clip to a client of mine that is trying to win business against Goliath. I try to bring value to my clients..even if I'm not the original source. Yup, I subscribed.

@thefutur 3 жыл бұрын

Thank you

@kulukselem1497 4 жыл бұрын

love Better call saul! thanks for the breakdown!! defenitely negotiation skills to learn! great job guys.

@BigORider 3 жыл бұрын

Your rebuttal, technique, angle, ideas, critique and overall approach intrigues me. You have my attention.

@justanothervirus9220 3 жыл бұрын

You could react to the famous speech from Glengarry Glen Ross, or scenes from white collar & wolf of wallstreet. They're classics:)

@LifeoholicsFishing 2 жыл бұрын

I loved this! Chris really is a master! One scene and technique I would love for him to do. The one from Wolf of Wall Street - “Sell me this pen” scenes. There’s 2 different ones in the movie and I’ve always fit so that strategy fascinating and would love to see it broke down in a video such as this! Thanks for all you guys do!

@thefutur 2 жыл бұрын

I’m aware of those.