How To Overcome Client & Sales Objections Without Conflict 

I love watching those 1hr + videos while I am working and even while cooking lol. I know what you guys are trying to do by distilling the content, but I think the original length videos have something unique to offer as well.

I would love to watch the entire video, not the short version. because what really cool about the long form video is the conversation that we have to see the context of the problem. Please my lovely uncle Chris, keep it there and maybe create another playlist so those who just want short form can go there and watch. I rather spend 1 or 2 hours to watch these kind of goodness instead of surfing around Facebook and learn nothing. Also nothing come instantly, so if you want something valuable, you have to be patience guys.

THis was gold. Another parallel can be drawn to the knife metaphor you gave: If, at the start of your livestream 400 people were watching, but by the end only 50 are watching, that tells you something: Only a small amount of people are willing to do what it takes to create winning strategies like this; an even smaller number from that 50 will actually implement what you are teaching here. Thank you as always!

Don't take down the longer video's :(. Maybe add them to a playlist or make a different account for long content. Long formats do work, see Joe Rogan's podcast kind of stuff. Everyone can find different kinds of wisdom in what is said, it might seem redundant to you or your team, but can help someone else. I also like the parts you guy's are just goofing around.

Revisiting to fill in the holes in my notes. I would like to share, that I tend to feel resentful when a prospective price shopper/client approaches me. I always turn the work down because I do not want to feel this way! Sure disrespect plays s role, as well. My time is just as valuable as everyone else's. Thank you for affirming that my gut instincts were correct. It definitely bolsters my confidence. Love my sessions with Master Do and company!

In my Second Life land biz we have a saying "chasing the bottom of the market is a losing game" we stick to our prices and focus on providing a rare and exceptional service to our residents (basically as long as they are paying their rent we leave them alone and aren't busy body landlords like other estates). And because of this we have had times when we lose clients and then they come back after a few months with horror stories about landlords that charged them below cost rates only to disappear along with the Virtual land in the middle of the night. So we also developed a reputation for being reliable. Now when we lose residents over price we just think "they will be back" and not worry about it.

Please do not clean up the channel! The best content is from the entire conversation!!!!

Chris makes me feel good about selling. I am just helping people find a product that is good for them, not selling.

This is exactly the video I've been looking for, extended roleplays - especially from a student's perspective. A video idea I have would be the top 5 or so roleplays from this channel all compiled into one, with the different key takeaways. Also thanks for not taking this down!

Just finishing up round two! I cannot thank you enough, Chris and team. I refer you to everyone. Your business negotiations apply across the board. Amazing, thank you!

Just a reminder: WE LOVE LONG FORM VIDEOS LIKE THIS!

Awesome content! During the “too expensive” role play, I would have told young Matthew, “you are clearly an individual who sees the value in paying more when purchasing a superior product. That is why you walked into Old Navy and purchased that gray jacket, as opposed to going to the Salvation Army where you know you could have purchased a similar gray jacket for probably much less.” 😂😂😂 j/k… great job guys!

I'm for keeping the long content; play it in the background, jot down keypoints here and there but, the overall UX of the long 1hr+ content is life! Keep alive for The Futur

So blessed to be able to watch this video after the initial 48 hour takedown warning period. Thank you guys. And man, while Chris' conversational skills are well documented I gotta point out just how smooth Matthew is. Simply amazing content, and great roleplay guys.

When I used to have my store in the mall we had what we called the "Be Back Buyer" which I suppose could relate to the indecisive buyer. But we had a saying "the Be Back Bus is a one way trip" so we tended to try to get them to buy now and not get on that bus and if they left we just assumed they wouldn't be back. But retail is a totally different sales process LOL.

LoL... This is great! Top notch. Having spent ten years as a new car sales rep dealing with all sorts of clients, this is gold. I also have a background in marketing, photography and design, so now I'm doing full circle now and back to working for myself. I agree with everything here and this is what I do. Also in selling cars, I used the consultative model with customers, never pushy, just guiding. Love your car buying experience. That is a rare customer but I have had them. Basically, I've had a quick chat, sat down, place the order and shake hands thanking them for their business. Done in five to ten minutes otherwise they're gone! Had to laugh.... I've used that line "I'm not in the proposal/quoting business" most of those are price driven and like you say, can we agree to do something together first is the best approach. Love Dan Lok, also Grant Cardone. Thanks for the amazing content. What you are doing is so important for your industry.

I love the strategy technique during the role play in which I read in the Win Without Pitching Manifesto! Great approach Chris!

This is why I become a fan of thefutur! the role play was super real. Love how you guys role!

Love the roleplay, they are so informative. How does Chris maintain his cool when the client throw these questions, what he thinks while listening to the questions? I love the Futur

after watching this episode and a lot of all the other great stuff, I just asked a potential client at the very beginning about his budget plus what kind of buyer he is:))) it was fantastic, because of this question the whole conversation went in the best possible direction ever. cause he was the kind of guy who WANTS to be a value buyer. Plus because of the question we were bothe able to go deep in our first meeting:))) thanks to you guys:))

My hobby is just listening to Chris Do. Honestly, no better hobby out there!

This is like university. I watch two a day . Been a great help thank you Futur

One of the best video information for designers and artist. I’m gonna have to watch this many more times just to make it sink into my brain. You guys are awesome!

So glad you left the video complete 🙏

To me, this is therapy (CBT). My experience of Price Clients is like offering your generous hand and letting him eat my whole arm up to my shoulder. The resentments have prolonged. It's time to resurrect because we are all meant to live, not just survive.

Loving the lighting set up in this video guys!

Fantastic stream, you guys really do a great job with these role plays. They help give us a keen insight on what it really looks like. Keep up the work and when I can afford it I’ll be sure to support the channel, even well after I’ve learned all I can from you guys.

I’m not even in the design field and I still got so much wonderful information from this

Goodness gracious - so grateful for y’all.

Just wanted to pop on here and reiterate. Keep the long vids. It's about all I watch/listen too. Cooking cleaning driving. No TV no movies (bonding time is and excepting to that rule) just long format educational content to fill that time

Hi! I literally never comment on any videos but I just had to drop by here to say your content is absolutely fantastic. Thank you so much for doing this.

5.1k views and just 442 likes really?🤔 This advice is gold🏅

There is an incredible about of information in this one guys. Do yourself a favor and buckle down with a pen and paper!

In every video there is something new to learn. I started to call thefutur my bible :D

Thanks for the heads up. Loved the intro to set the tone.

Thanks Chris for this video! Very helpful content 🙏💕

jeez this is so good more please

He went there ladies and gentlemen! 24:50 "My eyes got slantier" -Chris Do, an Asian

I just knew this was going to be awesome. That's why i left it till when I had some good down-time. Pen and notebook out, Let's Friday the hell out of this session! ;)

I’m the Know-It-All client for sure but I’m not annoying about it nor am I trying to do their job or nickel and dime EVER, lmao…please take the job off my hands. PLEASE this is why I’m paying you 😂 However, because I’m not annoying about it I offer a respect and enthusiasm towards it due to the knowledge I have that professionals tend to appreciate. Balance is always good 😂

This is my new Bible guys. Don't take it from me by taking it down. I'm praying to God (aka you guys from now on) to hear my request.

Just leveled up, thank guys. I look forward to join your group.

We want the long version, I don't think taking it down is a good idea. The videos you make are easy to watch even if they're long and they're fun to watch!

XD "Hey Chris, I got your name from Ralph." XD My name is Ralph. XD

Great video. I have to disagree with the feedback Chris received during the student interview for the magazine spreads. The part near the end of the conversation when Chris gave the opportunity to scaffold the work, seemed like a tremendous turn off to the client. In the prior housing example, scaffolding helped because it reduced risk; in this example it magnifies the risk. Matt (client) was under a time crunch, expecting to pay roughly 2k, and was scared about taking a risk on an unknown person. The proposal to charge 2k to complete an unspecified chunk of the project and letting the client decide what to due afterwards magnifies the client's risks. Best case scenario the client likes the work and has to pay an additional 2k to finish the spreads, worst case scenario they are out 2k and need to hire an additional designer under an even worst time crunch. I also wonder if you shoot yourself in the foot a little when you say you want to do a good job and are going to spend extra time on the weekends working on the project. It's hard to stand by the comment that your time is worth $400 a day, so a two week project is 4k, but in reality you are working weekends and so your real time is only worth $285 a day. Lack of experience + too high of a fee(client's perspective) + "free" additional hours working on a project = a feeling that your price is padded/inflated to cover inefficiency.

Id love to hear more about how to deal with Clients telling you what to do aka trying to design/direct it rthemselves

My favorite best Thefutur video. Thx a lot you guys! One question, do you charge the prospect if you need to visit him to do your presentation to the other stakeholders? And how much would be the consultation?

Thank you so much for this video. You all are woderful.

wtf only 57k views... this content is priceless

Big kudos to you guys 👏🏾🔥

Oh man....."The Know It All Buyer" hahah.....I get that this video is well over now & is in the past, but I just think due to the nature of these buyers across all industries is so hilariously similar, I feel somewhat obligated to provide my $.02...just to give you some real quick background, I work in the car wrapping industry, which is certainly up-and-coming within the larger scope of consumers - car goods + services customers - who all tend to have a bit of a sense of "knowitallism," if you will to varying degrees; however, with wraps, the knowledge still lies within the hands of the professionals....So I have to say that you had me hooked from however quickly into this video you mentioned that specific breed of wiki-dwelling, youtube-quoting, hanging onto every last word of anybody with a pedestal daring enough to self-identify as a "professional," consumer...because, well, aren't they just the best? Where would we all be without them? While I always joke about the topic I'm being serious....where would we the actual professionals be without your potential customers who have done their research on the first page and a half of google, but never felt so inclined to actually click on any of the articles....because what they saw was "pretty clear" what brands are the best, what an installer should be doing, how much they should be charging, and of course, in far greater detail than the good things within the very industry that these consumers have cornered overnight in order to garner a legitimate quote for doing their research...they KNOW what to steer clear of. We all know, nay, the world itself knows that 3M reigns supreme in everything vinyl and I didn't even pick up a single part about the fact that maybe, like most up-and-coming industries in this day in age, that if you're looking to get somebody to do something for you, they more than likely - assuming they are good, because of your oh-so-flawless research mr. know it all buyer, have a method to their madness? and that if they "for some reason" DON'T use 3M and decide to show you a sample of Avery Dennison instead, maybe, just maybe...the one single little detail that you missed in your market research + analysis of our industry overnight, was that ultimately an installer will use what they are most familiar with, that they can provide a customer with the best possible wrap if they choose the materials and not your know it all ass....and that in the end, you get what you pay for...? Because that's what matters, go read about that at the bottom of the first page of your specific and thought-provoking Google search about "what vinyl wrap is the best to get on your car?" Ah....that was fun. Haha, again, I know this video is gone and over, but man I just had to do my own little role-play to rant about the know it all consumers out there, even if it was to a crowd of zero + myself. Always fun to riff at the expense of the idiots who wont even dig this deep anyway to learn about the things that they should be learning about if they want to call themselves some sort of 'expert'....because marketing can eat you up and spit you right out and next thing you know you're back on google re-reading all of the people out there who were saying "don't just think that somebody will wrap your car in 3M & it will be amazing..you need to find a good installer in your area who is great with what they use, if it's 3m it's 3m if it's chinese ebay wrap but it stays, then shit...let em do their thing....Love your vids; brand new to them as of tonight but I love the topics and they are sooo close with my industry (and business...I do vinyl car wraps, photography + graphic design); there are so many parallels that I've noticed when I go over certain areas of the graphic design portion of my business and then notice that the same grey areas apply to the vinyl wrap portion of my business. Ah, it's wild. Keep it up with the videos though; I hope you keep em long...shit, you got me ramblin on an old AF video so clearly I can dig it...just a simulcasted podcast with good topics of conversation. Keep it up fellas; and if for any reason you want a guest at some point, lemme know ;) !! haha.

That's the best mission ever !

I like the content but I think we can absorb the knowledge better if we can practice it (straight away) in a group when the knowledge is still fresh. Demo then practical, demo then practical, I found that's a good way of learning such a complex communication strategy. That way we'd use our own words and our own charisma

The mission empowers others 👏👏👏 I can get onboard with this

THIS COMMENT IS BORING THIS COMMENT IS BORING THIS COMMENT IS BORING . hahahahah the long I read comments the more I feel like everybody wants me to watch the whole video. either chris do is super smart to pay attention to small details. or I just got myself a crazy idea to expirement on and probably gonna end rich

oh man. i love these videos. just listening to em. The know it all buyer sucks lol

Thanks

What about I do this Cris, What if I cut that $3500 in 2? You can pay $1250 as a down payment and $1250 when I delivered, that sound better? Sometimes you need to compromise and help the customers to make decisions, find creative ways to help them if that means a payment plan, etc…my 2 cents.

What do you o when a client ghosts you tho? Do you reach out or you just let it slide?

Where is the CORE course?

That was so good

OMG I'm cracking up at "why don't you aurotrace it" hahaha 🤣

Are you not doing Last Week in Design anymore? :(

just a thought: the phonecall with the 100 million-job-guy. would this guy just invite a bunch of agencies for a pitch without any information about the project, without a marketing concept, without knowing his needs or target groups? i dont think so. for me this setting doesn't seems realistic. thats more something smaller firms do and they normally don't do a lot of pitches. but i live in switzerland and maybe in the states thats different :)

lightning is so great

1:21:00 THIS is how you deal with a RFP

Soooooo gooooooodddddd👍

Equal opportunity, not equal outcomes

El peor hasta ahora que he visto. Tienen un gran contenido. Aquí mucha vuelta para cerrar la venta, less talk and more action.

Would love to see Dan Lok on this channel :)

49:58 well now he can get the script google AI lol ....or turn on captions...

"Video will be taken down after 4 hours".........meanwhile 4 years later

Bidders who need three bids will waste your Time because thé have to have thé proposal.They alteady know what thé will play.

Im broke and I need a job.

Why do you guys make fun of people who are just trying to learn to use thé tools. Im not offended by handimen who do floors.Currently I dont have thé equipment and supplies to offer thé professionalism I am capable of so talant aside I will work cheaper but not compromise quality.

Noooo don't take these down! I prefer full streams over bite sized pieces! If you REALLY must take down the video after 48 hrs, why don't you just unlist it and then leave links to it in the short clips?

Please please please don’t delete it master Do. (Kneeling)

Please leave these up. Sometimes I take notes, sometimes I listen in the background during work. Oftentimes I watch them more than once and get something new and useful from each watch.

Can you do it like Joe Rogan? One channel for full live streams and another for just the clips? Some of us love to go back and watch the whole Livestreams back 2 back

In my opinion, your long videos have a special value to them, mainly because we as listeners get to hear about the context, different perspectives on the problem that's being talked about and different ways of going about it, your experiences on it and what you've learned. That's why I as well as many other people love your channel and your content. Also the parts when you just joke and fool around gives the video more personal feel to it rather than being salesy like many short sponsored pieces of content that you see on the daily basis.

Please do not take down ANY content, I love having the podcasts/livestreams going on in the background while I work, this channel is an absolute game changer

You can really start a weekly TV series "do VS clients"

I really enjoy the long format! I rewatch them repeatedly (podcast style). Is there a way for the long format to exist in an archive somewhere, available to those who want it or to supporting members? I do enjoy seeing the chopped up version as well but long format is equally if not more valuable to me. Small videos are like the entrée while the longer videos are like the main course. Eventually I want the main course. :)

Please Don't Take it Down (Cry Hard Emoji~!), Can't You Guys Kept it Both?

If I could ask any future designers, any fresh students after college or even in college, please, please, please watch from 29:16 on. He is trying to teach you self confidence in your work and to demand your time's worth. Side note: Death to all logo contests.

Great job. I'd love to see roleplay with Chris handling objections from an offensive position though. So far the roleplays have been framed with the prospect reaching out. How about the other way around?

Obviously this was really helpful. I see a future when every designer has learned the value of their talent and design practice, like law practice or surgery, has established a reputation, and Chris will be called the father of Design Business. Now my question: In the beginning when presenting different kind of clints, it was mentioned that when talking to indecisive buyer who wants to shop around, tell him to ask few question from the designers he calls to see how their answers make him feel. I seem to be unable to locate those questions in the rest of video and I watched twice and took notes. Anybody can help me figure them out? did I miss it or it didn't fit in the time? will it be in a future video? Thanks in advance

"This will be down in 48 hours" ....watching in 2020 like "WiLl It ThO"

You can make a new channel with the short versions, but there are people like me who enjoy the whole show... Seriously I love your content from top to bottom

I got up early just to get some fresh insights from the Futur. This has been one of the most thought-provoking presentations ever. I can't express my gratitude enough for all these eye-openers. Chris, you have set a high bar for the design community by tapping into the business side of design. This has been the missing piece in design school for a while. Great thanks to the whole Futur team. Y'all rock!

Thank you for not taking this video down,.. just saw this video, and I've experinced a lot of these objections, took it personally and become tongue tied from frustation,.. I feel like I've been mind shifted.. This gives me the tools to handle it better in the future

I think 90% are price buyers... And I really want to get rid of that buyer but the thing I really wanna grow my portfolio!!! So I think taking that would the thing I can do

Thank you guys so fucking much amazing job guys you opened me up so much. I want to give you a million dollars if I had it I would right now!!!

800 ,,, and I watched/listened to the whole thing. If you guys still intend to chop up these when the stream is over, could you unlist the uncut stream, and put the link in the description of the condensed upload?

Ahh *so* much gold in these role plays.

" How can something new & out of the box be on the portfolio " - would be my answer...

Pure Gold! Thanks Chris and Matthew!

"You are delaying the conflict to later". Great point!

2022 video still here - THANK$!

One of the best videos I’m listen to yet..