Easy Sales Technique Even If You Hate Selling - Clubhouse Roleplay
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- เผยแพร่เมื่อ 7 เม.ย. 2021
- Sell without selling. Easy sales approach even if you hate selling. How do you win without pitching? How do you apply the information from the "Win Without Pitching Manifesto"? How do you sell without selling? What can asking the right questions do for you?
This is a conversation from a Clubhouse call Chris did with Natalia where he showcases how you can win without pitching a single thing. He does this by simply understanding the client's problem, what their goal is, and having the client assign a price to what solving that problem is worth.
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The Win Without Pitching Manifesto - amzn.to/3bgvJZw
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Check out Natalia and Daniel
/ natalia-szczypek
/ daniel-bulut
www.mindlystudio.com.au/
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Host: Chris Do
Producer: Mark Contreras
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How I wish I could have that confidence and self-esteem Chris! Awesome communication!
Takeaway: Sometimes you just need to ask the right question instead of pitching.
One day you will.
Chris, I've been watching your videos for a couple of weeks every night... Today I pitched my first £20k (GBP) offer ... I raised money early, and actually, I didn't pitch at all... I asked amazing questions and they saw my passion and said I stood out from the other consultants they worked with and they now realised they could do better than what they had and wanted to work with me 🥳🙌🏾 Thank you 🙏🏾... BTW..I'm not in the design industry but your advice is super applicable in most industries.
wow that's great...amazing...congrats to you...would you like to share details kind of questions you asked or maybe the flow of conversation if you dont mind? thank you & keep great work
As an android user I'm really grateful that you repurpose some of your clubhouse content. Means a lot.
Same feeling
Same
It's very subtle, but Chris often asks questions like, is that alright? Or does that sound good?
What he's doing is getting the lead into the habit of saying "yes".
Great episode, just signed up for my number.
Would live to have you on my show Chris. ✌
Thank you so much Chris and The Futur for having Natalia and myself on this conversation!! It’s so cool listening back to it. We really appreciate it 🙏🏼
Quick question, I went through the website but I don't see the projects you do. Are all of it NDA by any chance?
Love the website though.
So much value in this role play! Personally I’m afraid of entertaining a conversation like that due to my insecurities of confidence within a sales pitch. Today I learned you don’t have to sell, in order to sell. Asking the right questions will lead you in the same direction as demonstrated today. My current goal is learning to identify the right questions within my niche and apply. Thank you for your genuine guidance.
Man Chris... you are smooth! I can't imagine being like this in my calls now. One day...oneeee day!!
You can do it!
Fake it till you Make it. lol
Or Make it till you Make it
He literally was just being actually helpful and trying to help, it was literally this, he tried to know what they need, what they do, how they do it, how their numbers are and that's it.
The 'formula' was just a trial to show a description of what is literally common human behaviour of someone trying to be actual helpful.
The best thing I have observed about Chris is that he doesn't just teach you something, he teaches you Quality Teaching
and I love people like Chris who cares about what he is teaching to his Followers, Students, and what they are grasping from him
An honor to learn from him
Thanks Chris for helping 1B people who wants not only to learn but also to change this world to a better place.
I always love your real-world scenarios! They are always so helpful. Thanks!
Glad you like them!
These Role-playing scenarios are golden ! 🔱⚜️
It's all about Understanding the prospect Mindset
yep
Always love Chris and his content !
Damn! Smooth, crisp and no bs. 🚴♂️
Loving the video, guys!!
It's so nice hearing these again while being awake. :D
Thanks, Chris and the team Futur..
This is great !
it is a value BOMB!!!! Sooo much value! Thank you!
My take away, the art of questioning and listening are the best combo for have a better close deal ratio. Thank you for this
Pure gold! Thank you 🙏
These roleplays are always so helpful!
Glad you like them!
This is creative! It makes it much more applicable to any situations. Negotiation really plays a crucial part in marketing
This is so good man! so smooth and so slick! :D
You're such a wonderful teacher! I never understood "leads", until reading what you had on the screen.
I just graduated with my BA in Comm.. so the terminology is still kinda new to me 🙏🏼. Thanks for everything brotha
Thank you
Proud number 22394 here! I'm loving the value I'm getting from your content. I plan on implementing theae strategies ASAP! Will keep you updated on my progress!
I spent so much time during the calls providing extra value when all I had to do was get them focused on results! 💡
My imaginary hat it’s down for this. 👏🏻
Super helpful. Going to use this in a few upcoming meetings.
Interesting conversation, gotta love the sales technique shown here! 😉
Very good! Thank you for this knowledge 🙏🙌
Huge value here 👍always worth a watch👍 👍👍
Its always fascinating to see how the theory can be applied in real world situations, as it is completely different from reading it in a book. Keep on going these are of tremendous help thank you.
Thank you 🙏
Chris is a machine. Much love
this is great
I love the roleplays, everytime impactful. Thank you! Do you think a photographer can have this kind of conversation with his clients? I always wonder to what extent I could apply all these diagnosis and negotiations skills.
I'm connecting the dots Chris. Thanks again 👊
Chris Do! I can do this! I know I can. Thanks
So Smooth 🔥
Fantastico
My first major client and I'm looking for Chris and buying whatever course, merch, planet or solar system he may be selling.
Dude💯🔥
This is pretty cool
thanks for this great role play I've learned a lot about self-closing technics
Amazing as always, is'nt he Thabet?
soooo gooooood
He is so slick without any effort.
Love this, great role play as always. Chris, you really know how to facilitate these conversations. Would be amazing if you could recommend people to whom we could refer this work to. I feel like that's the next step the Futur could help us professionals take. Maybe in the pro group setting there could be a list of vendors senior members could vouch for probably more plausible than having to uphold something public.
People on these calls naturally dm the person
@@thefutur do they? Oh okay great. Hopefully everyone will be okay with sharing these valuable people 🙏
Daniel: "Nooarrr, we're goard ter goar!"
thank you so much to the organization. It helps me a lot to look on my goose to produce golden eggs.
So smoooth!!!!!
Awesome
Love it!!
Do you set a cushion for yourself for that guarantee? Say, Both agree on net 60 to 90 days to repay from point of inquiry for repayment to be issued? Because if it’s too easy for them to get their money back might work against you? Wondering if that’s a common thing.
I literally rewrote an email I was about to send after seeing this video, thank you
let us know what the response was
Works only in the USA and not outside. The rest of the world, clients are skilled/semi-skilled/have hands-on experience. Whereas in the USA, most clients are from a mgmt/biz background, so they care less about how you do it and are only concerned with the budget and timelines. Clients outside of the USA are very interested in the process and the outcome of each those processes/stages.
1. Money-back guarantee is a SMB killer. Never work for free. Time spent for services should be paid. This should be a generally accepted concept between all parties. Have a portfolio of past projects, if the client doesn't think your portfolio aligns with their vision and quality, there is no point starting. Neither party should take the risk: money and time.
2. Divide your payments into 3 or 4 milestones: 5%, 10%, 35%, 50%. Set up an escrow date, payment date (+5 working days of escrow date) for each of those milestones. Setup 5% late payment fees for every 2 weeks that the payment is missed. Legal notice if not paid for 6 weeks.
3. Pay exclusive attention until milestone 3. Outsource work that is done in milestone/stage 4. Your stages should be to acquire, onboard, discover. Outsource everything else.
The person on the call is not from the US.
@@thefutur got them
Ask better questions < this is my main key take away. Something that I try to apply in my life everyday.
again: thnx :D"
Phase 1 - Find pain point
0:41 - Q - what is the big problem you are trying to solve?
0:43 - A - acquiring the right type of clients, not having qualified leads
Phase 2 - Measure Success
0:57 - Q - can you tell me what the qualifications are?
1:14 - A - $5,000 - $50,000
Phase 3 - Determine Value
Sales role-playing scenarios is what I need.Keep making this videos.
that's great roleplay, I've taken notes and derived a strategy that How can I direct the conversation if the client says a yes or no at some point, but what would you suggest? How can I practice that? I mean it's all just theoretical.
🔥🔥🔥dominate content
Great video Chris, thank you! I assume to maintain the "no pitch" strategy, the one-page proposal you mentioned you'd send them just outlines what you went over on this call - i.e. still no real details about how you're planning on accomplishing these goals, right? So how do you handle if the client asks you to break down your process in a more concrete way?
The book talks about getting away from the proposal. The one-page Chris mentioned is basically a commitment memo that says the client chooses to work with you. From there you develop and implement the strategy. I haven't taken this course, but I just bought the book on Chris's recommendation.
@@bullettin I bought the book too - I'm enjoying it so far! Totally understand that the point is to move away from the proposal but what I'm wondering is how you handle when the client asks for one. Do you flat out say no? Is there a tactful way to avoid giving them one? That's what I'm asking.
Hey Chris, role plays always help in real situations, asking the right questions is a game changer and that really works. But how do we start the very first conversation when we are doing cold calls? how to get the client to this Q/A situation? because I noticed most of my cold calls get no response or are mostly on the note of (no req)/(not looking for anything right now)/(in-house team)......Should we start concentrating on marketing activities that will give us inbound leads rather than outbound cold calls? Need Help !!
It's convincing people to connect with you so you can connect with other people. It's a connection game
That's all well and good but what do you do when your client's money problems are out of reach to you? Let's say you're a filmmaker (not a marketer or digital ad specialist) and the client wants you to shoot an ad for them. You can't guarantee any results about the ad. So how can you put a (high) value on this?
You learn. You hire. Or you decline.
There's no value to be found anymore in design, photography or filmmaking if you can't sell and manage digital ad campaigns ?
@@ronfya If you are going to guarantee it, then you have to take control of that process. If you don't want to or can't learn how to manage a digital ad campaign, you subcontract it and charge accordingly.
Another great role play however, I feel this will not work in all scenarios especially for creatives. Most creatives like UX designers, video editors etc are not in the results business i.e cannot guarantee leads / profits / revenue or they might not want to be in the results business.
I would say one solution is as Chris says that he can get other experts on board however, many prefer to just stick to doing what they enjoy, designing user experiences, editing videos, creating animations etc without linking them to business results.
The nice idea that I picked up from this video was the part where Chris says you might not have the money to pay right now but we have several other options which could be monthly installments or build a small version of something for a small cost and then if they are happy and want to continue, they can increase their budget.
Each person has to define what their business is and own that niche. The books talks about positioning as an expert in whatever it you do. If you are the expert, why would the client hire anyone else? I could be wrong, but if they are not in the results business, then they should be working for someone who is.
Nice talk! Did you learn this from Uncle G?
But the "I'll send you an email..." is the pitch idea in itself 😁
The whole point is to face the negotiation without fear of losing the customer. When you enter the room in peace with yourself if you get out the room later without a close deal, this gives you freedom to just be yourself. To just ask questions and understand how you can create value and how much do you worth to be paid for it. If it didn't work? Ok, go to the next one.
50 cent says he has no fear inside a business room to negotiate. In his mind, this is because he passed through situations in life that most people strongly fears: he lost his mother and somebody attempt agains't his life. Had survived these makes any business conversation to be like a walk on the park.
No fear, no desperation, gives you freedom.
I am going to apply to by business,.
But hey, clients aren't always as open to talking about their numbers. I have already tried
Do you send proposals same day? Do you have client pay the 50% deposit for discovery when they sign the proposal or where does that fit in?
24 hours. The clients pay then we start.
Would these techniques work when I pitch my package on your car's extended warranty over the phone?
Gold in terms of leading with questions. Although, you are dealing with someone who knows you knows your track record, has bought into you before you’ve done the role play, so they are generally more open and positive to committing. This conversation would be a bit different if the two people didn’t know each other and a person who wasn’t getting anywhere would be more cautious when it comes to money. There would be a lot more objection handling required, especially when it comes to price and getting them to raise their budget.
Absolutely. I do need much more real world pushback than everyone constantly saying “sounds good”
usually the premise is that the customer is the one calling Chris in the first place, so they already have half the foot in the door. they like what they see, they want a piece of it. its not a cold call/sale
❤️❤️❤️
You setup people's sales process? Or just a mock? I'm looking to scale from 6-fig to 7fig. Saas linkbuilding biz growing through referrals.
Btw love your conversational approach. Doing that to build relationships
I don’t do sales training. Not officially.
How do I prepare / prime a customer for the inevitable questions and probing needed to find out more about them and their problems? Can you do a video on this?
Better yet, how do I deal with clients who object or show resistance to such questions?
"i cant diagnose the problem without knowing what you do or who you are. Do you trust a doctor who prescribes medicines without asking about the condition first?"
These are so much fun to watch...sounds like Chris is really making money off these examples. LMAO, people get off the call and remember that was just a role play like aww.
How should we come to an agreement for the client to pay the percentage agreed without going through any legal issues?
What should one do if the lead begins to ask for specifics of what’s included in your service?
I think all these youtubers are just selling 'dreams'. Sometimes the area where you are will not let you to reach your business goals and you are not able to move out to a different place. Also, these people have real money, they have everything on hand.
You can make excuses or make progress.
Damnnnnnn
What is "leads"? Heard this term hundreds of times, but always thought that means some sort of team leads or something like this.
Leads are people who might be interested in your product or service.
You make this look too easy
Honestly I was feeling pressured. I personally like to see things in writing first before I commit.
Chris, hypothetical question... what if the client is only willing to pay 10% over the problem they wanna solve?
That’s exactly how i sell 😅
"How to win without pitching" font name plz
ok so im getting mixed signals, the other video was about help not sell, this now is about selling, which one is it then?
But I couldn't find her company.. would you please?
And when the client says “ok this all sounds great, but what is it we’re going to DO to increase leads and xyz?” What do we say then?
You find a solution or refer someone else.
Best takeaway ever: Do not "Assume" instead "Diagnose"
Because when you assume, you make an "ass" sometimes out of U(You) or sometimes out of Me. That's how you spell assume 😂
What if she could find people for much cheaper than 40k after the call and sent you the mail. How'd you reinforce the confidence?
I have a question:
You said "I don't stop working until you get your results." Well, what if there is... I don't know... maybe another wave of some hypothetical pandemic that crushes their revenue along with everybody else's. They will never hit those $210K, but for a completely unrelated reason.
Based on your oral agreement, you're screwed then. Right?
How do you deal with that??? How do you put something like that down in a contract so that external factors outside your influence are factored out?
You pro-rate according to results achieved thus far. if you achieved 50%, you keep 50%. of course, it has to be written in the contract.
Can anyone summarize for me? I don’t get it.
What happens when you pitch a % amount, for argument sake, its the $64k (30%) as per the video, put the phone down, shop for solutions and realise the cost to solve is more than $64k?
It never is if you think:)
I'm pitching a $12k video project to film a $14M piece of real estate because I DIDN'T REVIEW THIS VIDEO before that sales call. I suck! hahaha. I mean - I for sure could've gotten much more by asking better questions. On the flip-side, it's for sure thanks to Uncle Chris that I could even pitch $12k and feel wonderful and my conscious clear with that. Excited to join the pro-group + PayPal you for the skills as I land work!
Numbers are flawed when creating the amount of the fee. Gross profit includes, but is not limited to developer costs. There is also her & her partners labor costs, as well as any other cost of goods sold. This would drop her Gross profit amount precipitously. And thus would drop his fee ( based on 20% of gross profit ) a lot, as well. A rare miss from the King, Mr. Do.
I’ll have to relisten
Isn't it too much of a risk to guarantee 210K per year for 70K (30%) budget with money back guarantee? What if you get only 200K in sales? You basically become a partner, accepting huge risk, without without even vetting your future partner. You know the exact problem, but do you know who are you dealing with? What if you bring the leads but they are not capable to close?
No risk but only paying 30%? Seems low?
I am a loyal fan and appreciator of the Futur. But this isn’t a “real world” scenario. This is Chris Do (creator of Blind and The Futur) roleplaying with a Designer - in concept it makes sense but I think deliverables matter to our prospects, especially for those of us who aren’t established.
I’d imagine most prospects I’d talk to would eventually ask “So what am I getting?” and if I answer “Whatever it takes to get you that result” I think credibility is lost.
Have you ever tried? You’d be surprised.
@@thefutur You're right. Need to try more. I needed this!
My problem is I sell something nobody wants but nearly everybody will need.
21.000x10 per year? it is not supposed to be 21.000X12 per year, or you are considering two months off? somebody help me with that
hahaha, reality is...NO customer will ever be so open like this roleplay....please....
You are right. Chris tends to over simplify. For clicks. For views. For TH-cam monetization moolah. Some of his content is outright childish.
wrong instagram handle on her side
Sorry, but I just can't imagine the guarantee being done here. Unless you'd be undercutting projects with your own money (those 63k spent on discounts and what not...). Somebody with me?