The Futur with Chris Do

Episode 384: Sales Mistakes That Kill Deals
September 27, 2025

Episode Overview

This episode of The Futur with Chris Do dives deep into the critical but often overlooked sales mistakes that can jeopardize client relationships and ultimately kill deals. Chris walks through the nuances of client communication, rapport building, question-asking, and active listening, all framed around the sales process after price agreement. The goal: To elevate listeners’ client conversations and help them avoid common pitfalls that derail otherwise promising projects.

Key Discussion Points & Insights

1. The Real Interview: Beyond Price and Portfolio

• After price and work agreement, clients are "interviewing" you personally:
  • “They're interviewing the person more than they're interviewing the work itself at this point.” (01:18)
  • The client imagines what it will be like to work with you long term—including during periods when things go wrong.

2. The Power of Asking Thoughtful, Connected Questions

• Depth and Relevance of Questions Matter:
  • Superficial or formulaic questions make clients feel like "just another deal."
  • Chris emphasizes confirming your understanding:
    • “You can say like, ‘Okay, let’s see if I got this right. Allow me to summarize... Did I miss anything? Was that correct?’” (03:13)
• Follow-up is key:
  • Don’t abruptly change topics; instead, ask follow-up questions that show engagement with their narrative:
    • "If they give you a piece of information... you have a duty to follow up with them and say, tell me more about that experience.” (04:56)
• Building Rapport through Active Listening:
  • By digging deeper into experiences, you build empathy and trust:
    • “We're building rapport. We're in sync and we're starting to see the world from the same point of view.” (06:08)

3. Common Deal-Killing Mistakes

• Talking Too Much:
  • Over-enthusiasm or excessive details can appear desperate and eat up client time.
    • “It starts to make me as the buyer feel like you’re desperate or you’re lonely... I need someone who respects my time.” (07:32)
• Interrupting the Client:
  • Tempted to finish their sentences or redirect? Don’t. Let them land their points:
    • “Whatever you do, as a pet peeve of mine, do not interrupt.” (08:59)
• Handling Rambling Clients Politely:
  • Use non-verbal gestures to indicate readiness to speak, then respectfully redirect without accusation:
    • “Let them land the plane where they need to land... I realize the last question I asked might have taken us off track, so I want to take us back on track.” (10:04)
• Oversharing Technical Details:
  • Too much technical explanation causes clients to glaze over and doubt your expertise. Only share what they need, when they need it:
    • “If you bore me with the details, like how the watch is made, I start to... wonder if they’re covering up, overcompensating for something else.” (12:22)

4. Demonstrating Understanding: The Art of Playback

• Scenario Framing to Clarify Issues:
  • Offer simple choices or frames to help clients clarify concerns.
    • “When I talk to clients like you, it’s almost always one of two things... Are we close?” (13:45)

5. Authenticity & Admitting Gaps

• Don’t bluff if you’re unsure:
  • Admit when you lack specific expertise and get help or further training.
    • “So there's nothing I can do for you there except for to say, go back to school. Get some training, get some coaching.” (14:25)

6. Building Trust by Taking Notes

• Taking Notes Signals Engagement:
  • Don’t worry about eye contact while jotting notes—instead, inform the client up front:
    • “What you say matters to me. It’s why I’m going to be taking notes... I promise you, I’m not checking my stock portfolio.” (15:17)
• Playback for Reassurance:
  • Summarize what they’ve shared to confirm you understand:
    • “Let me make sure I got your order right... and you’re like, yes, you’re amazing." (16:20)

7. Pausing and Processing

• Allow Yourself Time to Think:
  • Setting the expectation for thoughtful responses signals depth:
    • “It might take a second for you to respond, because you need time to process what’s being said.” (17:45)

Notable Quotes & Memorable Moments

• On rapport and trust:

  • “People hire who they know, who they like and who they trust. So that’s what you need to be doing.” (06:55)

• On talking too much:

  • “You can have a little of the, the diarrhea of the mouth where you talk a little bit too much, you’re too excited about the project.” (07:30)

• On interrupting:

  • “Let them land the plane where they need to land and say, okay, I realize the last question I asked might have taken us off track, so I want to take us back on track.” (10:07)

• On note-taking:

  • “Taking notes is the way that you demonstrate to the other person that what they say is important.” (15:19)

Important Timestamps

• 01:18 - Clients are really interviewing you, not just your work
• 03:13 - Paraphrasing and playback to confirm client understanding
• 04:56 - Asking relevant follow-up questions to deepen rapport
• 07:32 - Mistake: Oversharing or talking too much signals desperation
• 08:59 - Pet peeve: Interrupting the client
• 10:07 - Technique: Redirecting conversations politely when client rambles
• 12:22 - Mistake: Oversharing technical details undermines confidence
• 15:17 - Communicating note-taking intention to clients
• 17:45 - The importance of pausing to process for considered replies

Conclusion

Chris Do’s episode is a masterclass in sales conversations, highlighting that the little things—listening deeply, asking smart and connected questions, avoiding interruptions, and demonstrating engagement through notetaking—are what convert initial green lights into lasting, trusting client relationships. If you want to keep deals moving and earn client loyalty, it’s not just about what you say, but how and when you say it.