How to Improve Your Sales Process and Increase Business (After Hours)
ฝัง
- เผยแพร่เมื่อ 5 มี.ค. 2020
- What are the most important skills in sales? How to become better at sales and win more business? What you are doing wrong in sales and how to improve? Empty your mind. Be fully present. Listen with intention. Sales training for creative entrepreneurs.
Members from the Futur Pro Community gathered at our offices to connect, share, create and gain insight on their business. It's a deep dive on what creative entrepreneurs need to do to be successful. This is After Hours.
Learn more about The Futur Pro Group here 👉bit.ly/2Lk5zJs
02:20 - context for how do we shut off the monkey brain
09:00 - how do we shut off the monkey brain
- Learn how to be human. There's a human across from you that wants to connect.
- Understand what's being said and what's going on. Demonstrate what you understand and acknowledge what the other person is going through.
- I'll only work with you if I like you and I trust you.
- Learn how to understand the question. Follow the clues.
13:00 - How does one get better at identifying clues?
- Clues stand out by being different
- You look for clues by trying to understand
- It's not that you're not listening, it's that you don't understand the intention.
- Break down what "clue" means
19:00 - Chris' story about Art Center
22:00 - How do you know when you get to the true assumption
24:00 - Why does Mo feel the urge to speak
- Direction is more important than velocity
- If you get me there, but "there" is the wrong place now I'm further than where I was.
- We speak because we're uncomfortable with silence
- If you want to respond, jot down your idea.
28:00 - How can someone become comfortable in chaos and in change and how do we react
- When walk in with an agenda, you become close minded
37:00 - When someone says something, don't do anything unless anything's asked of you. ***
- Ask yourself if it's something I can do
- Is it something you want to do
- How do you want to respond?
42:00 - The benefits of being present
- Trying to read people's body language
44:00 - How should you react when the client says "you should know this"
45:00 - S.A.L.E.S.
- Ask
53:00 - It's hard to forget our assumptions when there's pressure
- Try to be present to what's going on
- If you want the work, act like you don't want it
1:03:00 - Rewind this part, it's bada**
1:11:00 - If you have an expectation of how it's going to go, then you're going to be disappointed. Comfort in the chaos. ***
1:20:00 - Takeaways
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Host- Chris Do
Cinematography- Jona Garcia
Live Editor- 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
Futur theme song- Adam Sanborne
I came to The Futur to teach me how to draw a logo and now they're turning me into a monk.
you will need to shave your head.
This is exactly how it happened for me, and I've since shaved my head at least 3 times. 😂
@@thefutur Next line of business - "Chris Do Shaving Service"
While learning Samuari Sales
i Was just thinking this. So this is a Confucius chanel?
This has got to be some of the best content on youtube right now. So glad I found this channel!
Thanks 🙏
Agreed. This was good!
FACTS!!!
Fully agree. I feel like I've wasted SO much time on overly complex videos when the truth is so simple JUST BE HUMAN/ JUST ACTUALLY CARE
My biggest take away from this was to start recognising 'key' words within client meetings (and conversation in general). If they say they want something "fun", previously I would just assume they want bright colours etc. But now, I will ask them to explain what "fun" actually means to them. Thanks Chris.
That’s it!
This low-key functions like a therapy session. like.... there are SO MANY LESSONS here. wowz
Chris is like my personal therapist. I now feel a bit more in control while in constant uncertainty. Thanks Chris-Sensei🙏
That’s the secret.
Direction is more important than velocity. Right on point
this isnt something for sales or business.. this should be heard by anyone !! so valuable content, Chris. Much appreciated !
What an honor to be there! Thank you Chris @TheFutur for making this episode possible, and the opportunity to learn from you! I’m grateful!
it will be the first of many David.
The Futur thank you! I’m excited! 😃
I love the way your ideas sound so concrete and rational. I acknowledge them and like them, and I often see them in the spiritual relams, appearing more often. So your practical way of phrasing yourself is a gift, unique and wonderful, while also teachable. Kudos sir
I enjoyed the session, Chris and the team. I'll make sure to listen to it again tomorrow morning...this time with a 📓. Thank you all. I hope you sit down together again soon. 🔥
Appreciate it
I have an interview in 2 hours, and I just randomly watch this video, oh God ,mind blowing keynotes, I'll try to apply what I learned and keep you posted thank you thefutur
This video was great. What I got from this is, sometimes we don't remember that we are just human beings. The client is a human and they want to connect with us because they need help. We need to be a great listener and that will give us the clues to ask the right questions. Actually when a client listens to your questions they can also tell that you are really taking care of them. Caring. For real. That's the end up of the relationship we are about to create with a new client that is a human being before everything else.
Thanks for sharing!
Anyone else watch this 3x in a week and mindmap this convo? This was fantastic
Thank you
My personal side hustle of videography has exploded because all the sales and negotiating tactics I've learned from specificly your TH-cam channel. I can't thank you enough for sharing your knowledge and mindset.
The futur kept me in design school when I felt I wasn't learning or getting anywhere. Now outside of school they continue to make me into a better designer, sales person, and communicator. Amazing content.
Thanks
The fact that you are a true spiritual person doing business is just the epitome of magnificence.. I just admire how you are genuine and generous with your knowledge.. you know deep down that we live in a world of abundance and you want to be part of the clan who builds our eternal heaven one day … I live in Egypt but I promised myself that one day when I can afford your course I will join even if online.
Thank you so much for all the knowledge I was able to aquire from you and hopefully very soon I will put it all into work 🙏🏼💚
We need more After Hours sessions. Love these, and miss the crew.
Thank you.
I had to rewind several times lol and THINK. Thank you Chris. I like when the team asks questions to poke my brain. 🙏🏾 kudos to all of you. Questions are more important than the answers.
I'm not used to make comments on youtube videos, but damn, this one is amazing ! Thanks to everyone who participate in this video !
Thanks 🙏
When Chris started talking about the cooking basket example, I was able to understand a lot better Bruce Lee's quote "You must be like water" if you pour water in a cup, it becomes the cup, if you pour it into a vase, you become the vase.
You can't have the shape of a cup in a vase, it's not logical. You must in adapt to your situation, see what you have in front of you and give yourself the opportunity to experiment and learn something new.
I love it! Thanks Chris and to whoever reads this, hope you have a great day. Lot's of love.
Thank you -chris.
Thank you Jona, Mark, Ricky, and Chris. It was a great experience and very transformative. Be empty, and success leaves clues.
You're very welcome
Especially for a live stream the video production quality is insane! Hats off to the team.
Thank you for all the effort that goes into these videos. There hasn't been one video where I didn't learn something new.
Thanks for sharing Chris and Futur. I'm glad you are spreading your experience.
I'm not even at sales, but I can use this in my personal life to improve my relationship with others. Thanks, Chris!
Absolutely!
Brilliant content guys! 👍🏻
This is so poetic and powerful. I appreciate this conversation. I’m going to listen again and again.
Chris man, I don't know how you got here, like reaching the mindset of sorta being in space, floating and willing to go wherever life takes you, like when Bruce Lee said "Be water my friend, now water can flow or it can crash..", or like this ideal of the Bhagvat Gita of 'Doing Karma, duty bestowed on one earnestly and not expecting anything..' or Alan Watts' expounding that the only way power is gained is by giving away power, the idea of leaving it to the universe. Amazing, something I didn't expect here. Made my day, have a great year ahead, I'm rn making my way, thanks for your support. I'll see you as soon as I can to thank you in person. Peace.
Love the idea of holding space and appreciating silence. On social media sometimes we're ins such a rush to reply, we don't take a moment to sit back in silence.
Whenever I am watching your lessons, it makes me question every my thoughts, actions, surrounding. It is so amazing Chris. Every time when I am watching your lessons, I feel like -"damn I am nothing and I am accepting all my weaknesses and trying to move on with the present time and opportunities what I have right now, and I am getting energy to work on myself because you are giving so much motivation and making me go deep in everything and question everything! Thanks for what you are doing and giving to us an opportunity to learn!
This was great!!! Thanks for doing this even though you felt so sick! 🙌🏼
Chris, you go for the heart. Behavior flows from the heart/mindset, and you get this. So very helpful to watch and see how you work through these conversations.
Y’all killed this convo for real.
William Hardaway Thanks
Key message:
The direction is more important than the velocity. Thanks! 🙏
thanks, guys this was an awesome session. lots of takeaways. I come from digital marketing as my focus but 110% of the content on this channel applies.
thanks for the confirmation!
Whenever I feel lack of confidence or bewildered. I come and randomly select a video. It's miraculous how everytime chris hits at the exact point where my mind is struck. You give us power, thanks alot chris 🤗
Be in the moment. Thanks Chris. Good job pro group members.
Alexandre ELISÉ thank you!
This is Great!
Chris is a great teacher and we're all super lucky that he decided to make this channel and share all this content. Thanks Chris.
Thank you
Chris, you are a wise Ninja. I enjoyed watching this discussion and learned a lot.
Chris... I told you, you are Morpheus!!! Many things you said were straight from the Matrix.
Haha.
Thank you for this panel
This feels like career and life therapy and I need this right now 🙏
This video was great.
My question from yesterday was just answered, and my request to the universe for some professional psychological perspective also. This content in 🔥🔥🔥
too smart chris! awesome
I found this channel about week ago, and I can’t stop watching your videos, thank you so much for sharing that type of content with us ❤️
Thanks for watching, what video brought you here?
@@thefutur it was “how to price your services and make more money”
This channel is so fire
What an EXCELLENT video Chris!
Thank you for sharing.
Love the after hours videos... every time I see your videos with over an hours worth of contemt, with people just going back and forth, saying what's on their mind.. ugh.. just so much insight and knowledge to consume!
thanks. you are one of the rare ones who likes long form content like this.
love your content, quite, paused, gives you time to reflect and feels like you are giving me the chance to speak to you. some youtubers out there, clip thier videos overlapping their own words and it leaves you dizzy. again, love your content and inteligence
This was a passage way into a clarity that felt both mentally, and humanely stabilizing. - Reflecting through streams of water, to simply show up, and flow with what’s being presented in the moment.
These conscious conversations are really insightful, and I would love to see more of these thoughtful, and thorough expressions.
Chris, you’re a great facilitator.
Thank you 😊
Thank you so much ❤
Wow! This is really eyeopening. Be present in everything you do and the moment will give you the answer..
Thanks futur, I've never approached sales like this, great stuff..
Love, love, love this!
I really enjoy the after hours talks
Pure informational perfection 👌
Thanks for this 'real-talk'
so much gold in this episode
I missed you, Chris. Glad you're back
Thank you
@@thefutur Thank you
Those colored mic cables look dope
My new fave!
I can totally relate to it. I have done it in past, I am doing it in present and that works out for me. I am glad there is someone else is doing something like me :)
Also, just want to mention one thing this works with the design aspect more properly but not all the time with salespeople. Because sometimes salespeople are working under pressure to close it fast. Whereas we designers take our time, breathe in and go with the flow. Also, this thing comes with practice if we keep doing it with consistency or experiencing a few things in life.
Be ready to absorb and seal your lips. That's my 2 cents.
I am glad I listened to this podcast. Thanks for sharing :)
I love you Chris Do!!!!
A+ content as usual. I like Moe's input too.
What a great interview...such a rich tapestry. I thoroughly enjoyed it. Its as if my life's experiences and learning were all condensed into one little episode. There is immense complexity in the simple.
So Dao. Love it.
The nuggets of wisdom that this channel is teaching us are beyond a number of hours we spend in school. Very release are a must-watch video. I believe that thefutur is an underrated channel. This should be something to be included in a curriculum. It's multi faceted and holistic at the same time. I salute the creators of these channel. Chris Do cảm ơn bạn rất nhiều!
God damn Chris and your beautiful soul! Thank you for letting us see this, hear this. Much needed. Thank you for letting me into your world.
As someone that works remotely, this is the around-the-office talk I've needed.
Begin with an end in mind is the mindset that has helped me the most. Starting with being unattached to the outcome. Then you relax. Being relaxed keeps you present and patient. Being patient and tenacious is the key. Some sales processes take time. This approach sets up the relationship to work for or with someone. Clients for life and referrals.
I just wish I can have one sitting with these guys and talk about things. Perhaps that empty seat (not literally) is my next goal
I am going to add this to my parenting toolset!
very helpful video
Haha, I like mo, I can tell his mind is running a million miles an hour.
Chris is a spiritual teacher "SenSei" 😇⚡
Fantastic
I didn't think I'd make it through this one, but I did and it was worth it!! These "deep dives" are a really great format and the pace helps to communicate the ideas effectively! The takeaways were helpful at the end to recap everything. Great job!!
Paul, any part in particular you like?
@@thefutur Sure :) Loads of value but favourite part is the section from 50:45 to 51.45 is pure gold! :)
Thanks
People forget that is a conversation where you want to help. I used this all the time where I work in costumer service. I hate when customer thinks customer service is about giving the client everything they want is helping they get what they need within the possibilities what you can do. So you need to ask questions. I’m not sure I can understand Chris so clearly because I am an INTJ.
What seems like fast to you is because I'm only able to tell you what I'm seeing in the moment
This "stay present" mindset is pure gold and the content too. God save thefutur 🙌
Thank you Simone.
This is a very Stoic episode... being in the moment is a very hard thing to do when one brings expectations to the table willy nilly
This is like a Dharma talk
Hi Chris, so glad to have you on TH-cam. Can you recommend some books on how to structure and articulate your thoughts so clients or just every people really understands what you want to say as exactly as possible. I'm struggling all my life with that. So I'm constantly have the feeling that the thoughts in my mind are much more complex than I tell people. There must be some structure. Thank you in advance. I love the futur group on fb
www.amazon.com/Socratic-Selling-Questions-That-Sale/dp/0786304553 He suggested this one for me.
This week I learned from him how to ask a question:
1st. Identify how you feel about an action/situation.
2nd. Connect it to your beliefs/assumptions.
3rd. Ask a question.
Example: I'm afraid to ask for bigger budgets because I think the clients don't value my work. What can I do about it?
This way, you will be very specific and self-aware of what you want to know.
I hope it works!
Daniel.
@@danieldogaming thank you so much
What Chris is talking about in the beginning re: the multiple voices and influences in your head is also addressed in the book "Never Split the Difference" by Chris Voss -- Voss calls it "calming the schizophrenic" and describes how we carry so many voices in our head before we go into a negotiation (and our counterpart is often doing the same)...so instead of 2 people talking earnestly, you have 4+ "people" trying to vie for control: you're easily distracted, engage in selective listening, hearing our cognitive biases and searching for confirmation rather than the Truth.
You can "cure" both people with the single "pill" of active listening and engaged questions. I do this naturally when talking to regular people but haven't conquered the "voices in my head" when it comes to approaching business people I don't know. I know it's like "The Flinch" (a good read and a free e-book if anyone wants to look it up): I just need to drop the expectations and get in the cold water...
Doing it is far different than "knowing" though :) The riffing on Patience in learning this process is the thing I need to really embrace. It's easy to have patience learning when there's no one to disappoint.
I would recommend Never Split the Difference to anyone interested in this discussion and I would LOVE to see The Futur get Chris Do and Chris Voss in a room together. I think it would be a very fruitful discussion.
Chris Voss on the show? Say no more. let's make that happen.
That would be amazing. The book is great. I'm trying to implement daily and taught my son some techniques. He negotiated a free snow cone! Haha
Did you take Chris Voss masterclass?
Quality
Matthew Encina cameo @1:27:35
Man, I really loved when Melinda told Moh to just leave it. It really shows how genuine you guys are withe each other. I gotta find a way to work with you guys!
Pro group
@@MrJohntra haha! Completely went over my head!!
🔥🔥🔥
I feel like "connecting with people" can be practiced but to some people it simply comes a lot easier and more natural hence the fact that you actually have to care about the other person or the problem that they want to solve. So if you don't care in the first place and are thinking about closing the deal and getting the money it will be way harder for you anyway.
Chris spends so much freaking time having to explain just how to talk to people with respect. It genuinely makes me wonder if most people in our industry are here specifically because they have no clue how to relate to people.
They want to relate but need help
How do you slow down? It’s horrible trying to keep quiet. Working on this right now, hence enjoying this video so much. Thanks ❤
Committing to learning rather than finding the answers is huge and it's something I am working on constantly.
On a sidenote, regarding the Flash and how he should have an existential crisis - the anime One Punch Man takes this angle, of the overpowered but bored superhero. The first season is really funny.
Chris Do aka the Zen offers the lesson of go with the flow, direction > velocity, and be empty, it does a mind, body, and sales good.
Yes it does.
whoever came up with the thumbnail
they deserve a raise
Velocity is defined as the speed of something in a given direction.
I think a more precise phrase would be to say "the most important part of velocity is direction"
Alternatively you could say "direction is more important than speed".
These are physics terms so maybe the creative space isn't the place to nitpick over this, but I know Chris has appreciation for precise word choice so I thought I'd mention this.
Huge fan of the content you put out, all the best from Maine!
sure. velocity in the wrong direction is wasted energy.
Chris they didn’t get it. They didn’t understand that when people speak you have to pay attention and know what words you should consider to marker and mentally highlight. That you have to observe and like you said “have a shared understanding” of where someone is at with something, with whatever the interaction and or point of concern is in that moment. Objectiveness. You get a lot more factual feedback from all of life this way. And I agree we should alll be taking the scientific approach with all things especially as creatives / entrepreneurs. Logic before emotion is very important. How can o become a student?! What are the qualifications?
Super great content as always! Bravo! One question tho, being totally present in a conversation, seeking to understand and without agenda, chances is we may dive too deep in, wouldn’t that causes time management to go haywire?
if you want to close a big sale, don't be in a rush.
Yeah that's Stoicism
What’s up from Tennessee
hello Edwin.