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Overcoming Sales Objections
A tactical guide to help you deal with the most challenging client questions, so you can win more business and make more money.
What You Get
The Socratic Six Framework
The Socratic Six is a conversational framework built upon Chris Do’s 20+ years of practical and proven techniques to winning creative business. This course will help you understand and use this framework in your phone calls, meetings and just about every interaction with your clients.
So, what is the Socratic Six? Here are two examples:
1. The Raging Bull
Ever have a client enter a conversation in an aggressive and emotional state? How do you handle that situation without adding fuel to the fire? Enter The Raging Bull. Acknowledge their emotional state and demonstrate some empathy.
“I sense some frustration. May I ask, have you been burned before?”
2. Double Down
Or maybe a new client is challenging the validity of your price. Does the phrase, “You’re too expensive.” sound familiar? How do help them understand the value you have to offer? Apply the Double Down technique. Challenge their position by agreeing with them.
“I agree. There are cheaper options out there. Do you feel like the cheaper option is always better?”
Embrace, pivot and make the sale.
For All You Struggling Creative Business Owners Out There.
If you look forward to talking with potential clients and get thrilled about negotiating a new sale, then this course is not for you. Go do your thing, and do it well.
However, if you get anxiety talking with new clients or forget how to speak when you’re in the moment, then read on, my friend. We can help.
Have you ever felt the need to justify your prices, to defend your portfolio or feel like you’ve been bullied by a client? Of course you have! It’s easy to to feel intimidated and powerless in a sales situation.
Which is exactly why we made Overcoming Sales Objections. To help you regain that power. By taking this course, you’ll have the tools you need to defeat the most common client objections during buy/sell cycle like:
- Your work is mediocre.
- You are overpriced.
- I’m not ‘Feeling it’.
- Why should I hire you?
- What guarantees can you make?
- Why should I trust you?
- It’s more than what I need.
- Your team is too small/big.
- You don’t have enough experience.
- You don’t have enough expertise.
Win More Business Without Being Aggressive
You don’t have to be aggro to earn the respect and business of a client. Using Chris’ Socratic Six framework you will be able to respond quickly and deliberately to the most common questions and concerns.
You’re too expensive. You don’t have enough experience. Why should I trust you?
Think of it like mental judo—whatever a client throws at you, you will be ready to catch. Don’t be a used car salesman, be an advocate for your client. And win their business in the process.
Chris Do is an Emmy award winning designer, founder and CEO of Blind, Inc., where he oversees the creative and strategic direction of the company.
Mr. Do currently serves on the board and is an advisor for organizations including: AIGA/LA, Emmys Motion & Title Design Peer Group, Otis Board of Governors, Saleshood, Santa Monica College and Woodbury University.
He received his BFA from Art Center College of Design in Graphics/Packaging, where he has taught Sequential Design for over a decade. He’s lectured at: California Institute of the Arts, LA Art Institute, Siggraph, Otis College of Design, MGLA, Cal State Los Angeles/Northridge and San Diego City College.
Prior to forming Blind, Mr. Do worked at Cole & Weber, Seattle as an Art Director, Epitaph Records as a designer and freelance designer at broadcast design firm, Novocom and R/GA LA under Kyle Cooper on main titles such as The Island of Dr. Moreau, Celtic Pride and Eraser.
Welcome to the Course
Overcoming Sales Objections (0:38)
Intro – A Story about Matthias (2:13)
From Desire to Future State (1:43)
Client’s & Fear (2:32)
Most Common Objections (0:59)