Use This Sales Technique The Next Time You Pitch

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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Host: Chris Do
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[@thefutur]

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

[@samuelrobinson361]

Love these shows keep them coming!!!

[@user-nx1sv4mn9t]

الو مرحبا الله يخليكم ساعدوني عندي اولادي وحمل

[@architecture.w]

Yes, God is a designer.

[@moonshoes11]

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

[@nubisenneferre762]

@@samuelrobinson361 0

[@greatmouhcine]

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

[@LargestClassifieds]

Agree. This is 1 of my favourite.

[@fluffnpaw2156]

Yes

[@IliePandia]

"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]

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

[@kevinpowell9103]

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]

@@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]

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

[@instinctosmosis]

Great

[@_K4OS]

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

[@theextantsrilankan5443]

Better call saul one of the most underrated shows

[@monicakeenon8943]

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

[@theextantsrilankan5443]

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

[@federov100]

As good or better than Breaking Bad even.

[@sanansa4567]

@@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]

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

[@raadas2745]

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

[@thefutur]

Right?

[@markcontreras3572]

No tin foil hat either!

[@raadas2745]

@@markcontreras3572 a true madlad

[@vladj8591]

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

[@thefutur]

Glad you enjoyed it!

[@Batman-hg4jo]

N.....a

[@dustinphelps2543]

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]

bingo! but they make us take unnecessary classes

[@arjunhar4866]

Which series is this?

[@stewale]

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

[@aaronlee6829]

Better Call Saul reference? Instant click!

[@JohnSmith-mu8fx]

We are the easiest fandom to bait fr fr

[@fmanantsoa]

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.

[@namebrandkids2558]

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

[@oxskaterxo]

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

[@kentonvos5439]

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 !

[@anzolomyer4584]

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

[@ysammo214]

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

[@ihorhulyahrodskyy2710]

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!

[@SuperherosquadThe]

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!

[@theextramile7438]

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]

You’re very welcome

[@aiyewatughu6082]

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

[@ieLindy]

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

[@JacquiMwangi]

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

[@thefutur]

Thank you

[@mrkhardie]

Great video, dissecting, analysing and highlighting techniques is super valuable. Excited to see more 🤘

[@Sagar_Parmar]

Contents you guys create are awesome 👌 thank you Chris & team🙏

[@UNIQMEDIA_]

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.

[@carstenhuschka6276]

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

[@ZoraPMC]

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.

[@edm0305]

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

[@CED.Dweller]

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.

[@movingtar]

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

[@lukemoloney8415]

Loved this video, very enjoyable watching a breakdown of a client/contractor conversation. Thanks Chris!

[@edwardchokoto]

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

[@basvandeneijkhof7230]

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

[@LucasSkylarScott]

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

[@nomadicjoe8095]

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

[@muhammadhunain6914]

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

[@camschreiner1455]

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

[@BekBobek]

Love this format!

[@worldofbrahma]

More of these Chris!!! Loved the explanation

[@ivansemchuk]

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

[@jeffbrowngraphics]

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]

Fantastic analysis! 🙌🙌🔥👍

[@LUNTK]

Very refreshing format, would be glad if you keep these videos coming!

[@mguerra79]

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...

[@markodraganiic]

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.

[@jonathanzrout6994]

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]

did you see the one with Breaking Bad?

[@jonathanzrout6994]

@@thefutur Yes it's also really good

[@stephenward7856]

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

[@bananjanita]

Loved this. So clear and great examples!

[@malinirao]

This is great Chris, would like to see more.

[@saroshpadikkal2362]

Amazing content, waiting for more like these

[@lukehouston7517]

I love this content Chris. Would love for you to make more of these!

[@GenesisValentineMusic]

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

[@manankumarocks]

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.

[@MeowfaceMusic]

_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]

Thank you 😊

[@jamesvella]

Loved this break down Chris, I have watched your show for awhile now and this is one of my favourite forms you have done so far. Please do more of this!

[@thefutur]

Awesome!! Thanks.

[@filmydhamaka4401]

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.

[@Icey-s]

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.

[@lukaparac]

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

[@thefutur]

Thank you

[@Jhansendesign]

Always love your content. Entertaining and educational. More, please.

[@flix4u]

Truly GR8 segment and structure using show’s examples. Try it again.

[@robynleesamuels]

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]

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

[@muhammadpro]

Love the way you criticize in a very sensible manner!

[@taylorhalstead]

Love this style. It’s entertaining and informative while making me appreciate a show I like even more.

[@arthurung3441]

amazing Futur team! I loved the connection between tv show dramas (something super visual) and your perspective and commentary over that.

[@samheedy]

I just started posting my face on my KZbin 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💙🙏🏻🙏🏻

[@bartderuyck]

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]

Will do Bart

[@Thesilverninja]

This was awesome and immensely useful to watch. Would absolutely love to see more content like this.

[@drarara13]

Love this content! Full of insights and practical. You explained it in a structured and clear manner. Thanks Chris and TheFutur!

[@AkinsRealm]

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

[@ciocolatta]

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!

[@jvmore3821]

Excellent format hope you do more

[@testicularoxide5055]

So brilliant! Thank YOU for sharing and adding your thoughts and ideas!🔥👍🔥

[@ToddLloyd]

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]

Which show is this?

[@murillozerb]

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)!

[@kulukselem1497]

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

[@prakashnarkhede]

Loved this format, Chris! Helps to understand with example😊

[@abnerphilipe]

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

[@thefutur]

No spoilers.

[@ThePsychicFish]

Spoiler but Jimmy is a sonova bitch lmao

[@RodrigoKormann]

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]

Yes. That was a great one.

[@chiragbokadia9054]

Love this type of content! Keep'em coming guys!

[@stanallende9939]

Awesome content as always Chris! so inspiring.

[@joemarilla]

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.

[@LifeoholicsFishing]

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]

I’m aware of those.

[@jamesjerkowski2335]

This was fantastic. Nice work Chris!

[@alvianmumtaz1513]

Love this format! You guys should do this content more often🌹

[@paragonmc]

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

[@poojaasharma]

This was amazing! I'ma watch this show now

[@miguelnogueira2719]

amazing content, as a character designer with heavy emphasis on storytelling, who's also researching your sales content on the side, I love this new format/series!

[@mrmance1]

Absolutely love this content format! Mixing in video and breaking it down made the information stick!

[@thefutur]

Thank you 🙏

[@flamingfistglobal6233]

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

[@thePlaneswalker0]

Great one, i'd love some more. There are many shows to learn from - please do Mad Men! :))

[@hootdesignstudio9898]

LOVED THIS! Great show! And has my mindset on focusing on making the client feel special. Thank you for sharing these videos!

[@gustavolampert3330]

Loved this format! keep it coming.

[@salonichopra6263]

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

[@thefutur]

Awesome!!

[@alexgutierrez6058]

dropping knowledge always!

[@felixquansah5214]

wow.... absolutely brilliant content! More of this please!!!!

[@olawaleogundare9123]

Thank you for sharing this. its so mouth full. Will rewatch to break them down. Please do more. Love it.

[@magicatastrophe]

WOW this blew my mind! Would love see more of these. It would be great if you could show how to impress recruiters as well. Since you have been in the arts industry, I'm assuming you know how to tackle that as well. For example If they ask : " Tell me about yourself" How can you stand out while answering compared to a million others who will be asked the same question. In the arts field how will the personality stand out apart from the work that is presented ?

[@mrrohitjadhav470]

It's don't have structure and it's typical opening question I suggest and I myself use this framework PEN Passion (make sure it's related to job) Experience (do briefly must be relevant to job) Next (what are looking for next- here you can turn interview direction or tell what experience you want further in career)

[@fredricklee]

I like the analysis as it looked at both sides with pros and cons. Also, many younger people should pay attention to this analysis. Many forget that young or new may get the attention, but experience and the ability to be a chess player wins. I hope you provide more videos like this as it is relevant, concise, and actionable.

[@victormwiti3769]

It's tough to stay ahead of time and still be young, but playing according to your strength in that particular time is important because developing your skills as you get older becomes fun, and, you also get to trust the process meanwhile.

[@drdavemiles]

Great format break down!!!! Love to see more of these !

[@solomontumu726]

This is so amazing! I like how you broke it down!! Thank you futur!!!!