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
All rights reserved

Want to learn how to overcome objections just like this?

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Host: Chris Do
Content Director: Matthew Encina
Producer: Mark Contreras
Cinematographers/Editors: Stewart Schuster, Ricky Lucas, Jona Garcia
Social Team: Elle Money, Alex Burlui
Typefaces: Futura, DIN, Helvetica Now, Calibre, Knockout, Champion Gothic

[_KOS]

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

[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!!

[greatmouhcine]

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

[CuttingEdgeSchool]

This video is ULTIMATE. I am always left speechless. I have also started on this journey of completely changing the way people teach UX Design on YouTube. Let's see where it takes me

[raadas]

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

[edwardchokoto]

Ever since I found this channel.... It has become my favorite channel


Thank you guys for great content all the time.

[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!

[dustinphelps]

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

[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.

[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.

[vladj]

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

[ihorhulyahrodskyy]

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!

[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.

[missrockstarglamazon]

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 .

[theextantsrilankan]

Better call saul one of the most underrated shows

[davidia]

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.

[kentonvos]

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 !

[amydubin]

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!

[theextramile]

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.

[martinward]

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