Chris Do (The Futur) – Overcoming Sales Objections

Introduction

Every creative professional, freelancer, and agency owner has been there: you’re in the final stages of a sales conversation, the client seems interested, and then it comes—the objection. “Your price is too high.” “We need to think about it.” “I’m not sure this is exactly what we’re looking for.” In that moment, the deal can either slip through your fingers or transform into a long-term, profitable relationship. The difference lies in your ability to handle these moments with confidence, empathy, and strategy. This is the exact skill that the Chris Do (The Futur) – Overcoming Sales Objections course is designed to instill in you. Forget high-pressure, aggressive sales tactics; this course is about redefining the sales conversation as a collaborative dialogue. Led by Chris Do, an Emmy-winning designer and respected educator, this program provides a tactical, repeatable framework to turn client skepticism into trust and hesitation into commitment. Over 140+ minutes of content, you will move from fearing objections to welcoming them as opportunities to demonstrate your value and deepen the client relationship. This course isn’t just theory; it’s a battle-tested playbook for winning more business and, ultimately, making more money.

Course Description

>The Chris Do (The Futur) – Overcoming Sales Objections course is a deep dive into the psychology and practical application of sales communication, specifically tailored for the creative industry. The course is delivered through a series of high-definition video lectures where Chris Do breaks down his entire methodology. The teaching style is direct, no-nonsense, and packed with actionable insights drawn from his 20+ years of running a successful creative business. A key highlight is the extensive use of role-playing examples, where Chris demonstrates exactly how to respond to common and challenging objections in real-time. This “show, don’t just tell” approach makes the concepts incredibly easy to understand and implement. The course is structured to build your skills progressively, starting with foundational mindset shifts and moving toward advanced, nuanced techniques you can use immediately.

What sets this course apart is its focus on a proprietary framework called “The Socratic Six.” This isn’t a list of canned responses; it’s a conversational system designed to guide clients to their own conclusions about the value you provide. By asking the right questions at the right time, you empower the client, address their underlying concerns, and position yourself as a trusted advisor rather than just a vendor. To reinforce learning, the course includes lesson recaps, practical assignments to apply your new skills, and a wealth of supplemental materials. You’ll get downloadable scripts, practice worksheets, and the complete Socratic Six framework, giving you a tangible toolkit to reference and hone your sales skills long after you’ve completed the lectures. This is a comprehensive resource for anyone serious about mastering the art of the sale.

Ideal Student

• Freelance Creatives: Designers, copywriters, photographers, and developers who are tired of losing projects to price objections and want to confidently articulate their value to potential clients.
• Creative Agency Owners: Leaders who need to equip their teams with a consistent sales process to improve closing rates, handle larger clients, and build more resilient, profitable client relationships.
• Consultants and Strategists: Professionals whose work is intangible and who struggle to demonstrate ROI in sales conversations, needing a framework to connect their expertise to tangible client outcomes.
• Sales Professionals in Creative Fields: Individuals working for creative companies who want to move beyond generic sales scripts and learn a more empathetic, effective approach tailored to selling creative services.
• Entrepreneurs and Small Business Owners: Anyone who is the primary salesperson for their business and wants to stop leaving money on the table by developing the skills to handle any question or pushback with grace and authority.

Learning Outcomes

• Master the Socratic Six Framework: Confidently deploy the six core conversational techniques to navigate any objection, turning resistance into agreement.
• Reframe Your Mindset Around Sales: Shift from viewing sales as a confrontational act to seeing it as an empathetic, problem-solving conversation that builds trust.
• Handle Price Objections with Ease: Learn specific scripts and strategies, like the “Double Down” technique, to justify your pricing and anchor the conversation around value instead of cost.
• De-escalate Difficult Clients: Acquire the skills to manage emotionally charged conversations, using techniques like “The Raging Bull” to calm the situation and re-establish rapport.
• Improve Closing Rates and Profitability: Apply these practical skills to win more business, command higher prices, and build a more sustainable and profitable creative career or business.

Course Modules: A Deep Dive into the Socratic Six

The Chris Do (The Futur) – Overcoming Sales Objections course is meticulously structured to build your expertise layer by layer. It begins with the foundational principles of why objections occur and how to prepare for them, before introducing the core of the curriculum: The Socratic Six framework. Each module is a focused lesson, combining Chris Do’s engaging lectures with practical demonstrations and downloadable resources to ensure you not only understand the concepts but can apply them in real-world scenarios. Below is a detailed breakdown of what each module covers, providing a clear roadmap of your journey to sales mastery.

Module 1: The Foundation – Why Objections Are a Good Thing

This introductory module dismantles the common fear of sales objections. Chris Do argues that an objection is not a rejection, but a sign of engagement—it means the client is considering your offer seriously. You will learn to reframe objections as valuable requests for more information. The module explores the psychology behind why clients raise concerns, from fear of making a bad decision to budget constraints and past negative experiences. By understanding the root cause of objections, you can approach them with empathy instead of defensiveness. Key takeaways include:

• The difference between a true objection and a smokescreen.
• How to identify the four primary types of objections: Price, Timing, Trust, and Value.
• Mindset shifts to view sales conversations as collaborative problem-solving sessions.
• Pre-call preparation techniques to anticipate likely objections.

This module sets the stage for everything that follows, ensuring you have the right mental framework to succeed.

Module 2: Introducing The Socratic Six Framework

Here, you are formally introduced to the centerpiece of the course: The Socratic Six. This module breaks down the philosophy of using questions to guide a conversation, inspired by the Socratic method of inquiry. Chris Do explains that instead of making statements or defending your position, asking insightful questions allows the client to discover the value of your solution for themselves. This is far more powerful than being told what to think. The module provides a high-level overview of all six techniques, explaining the specific context in which each one is most effective. You’ll learn:

• The core principle of “telling is selling, but asking is coaching.”
• An overview of all six techniques: The Raging Bull, Double Down, The Isolate, The Reframe, The Future Pace, and The Pre-empt.
• How to listen for verbal and non-verbal cues to select the right technique.
• The importance of pausing and giving the client space to think and respond.

By the end of this module, you will understand the strategic architecture of the entire framework.

Module 3: Technique 1 – The Raging Bull

This module tackles one of the most intimidating sales scenarios: the angry or emotionally charged client. The Raging Bull technique is designed to de-escalate tension and rebuild rapport in seconds. Chris Do teaches you that the worst thing you can do is match their energy or become defensive. Instead, the strategy is to acknowledge their emotional state with empathy and validate their feelings. This immediately disarms them and shows you are on their side. Through detailed role-playing, you’ll see exactly how this works. The module covers:

• The psychology of emotional triggers in a sales context.
• Specific empathetic phrases like, “I can sense you’re frustrated,” or “It sounds like you’ve been through a difficult experience.”
• How to transition from emotion to logic by asking permission: “May I ask what happened?”
• Using this technique to uncover the real problem behind the emotional outburst.

Mastering The Raging Bull turns a potential disaster into a moment of deep connection and trust.

Module 4: Technique 2 – Double Down

“You’re too expensive.” This is the objection that stops most creatives in their tracks. The Double Down technique provides a powerful counter-intuitive response. Instead of justifying your price or offering a discount, you agree with the client. This module teaches you how to confidently agree that there are cheaper options and then pivot to a series of questions that lead the client to question the value of those cheaper alternatives. The goal is to help them realize that “cheaper” often comes with hidden costs, risks, and inferior results. You will learn to control the frame of the conversation and anchor it firmly on value. Key lessons include:

• Why defending your price immediately weakens your position.
• Powerful pivot questions like, “Do you believe the cheapest option is always the best option?” or “Help me understand what you’re comparing this to.”
• How to articulate the risks of not investing in quality (e.g., missed opportunities, rework, brand damage).
• Reframing your price as an investment in a specific, desired outcome.

This module is essential for anyone looking to command premium rates for their work.

Module 5: Technique 3 – The Isolate

Clients often present a bundle of concerns, making it difficult to know where to start. “We’re just not sure about the timeline, the budget, and the scope.” The Isolate technique is your tool for cutting through the noise. This module teaches you how to gently guide the client to identify the single most important objection—the one that, if solved, would make all the others disappear. By isolating the primary concern, you can focus your energy and address it effectively, rather than getting overwhelmed trying to solve everything at once. This demonstrates clarity and control. You will master:

• Active listening skills to identify the core issue among multiple complaints.
• Simple, direct questions to isolate the objection: “Of all the things we’ve discussed, what is the single biggest concern for you right now?”
• How to confirm the isolated objection with the client before proceeding.
• The strategy of solving objections one by one to build momentum and trust.

The Isolate is a crucial technique for complex sales conversations and for ensuring you’re focusing on what truly matters to the client.

Module 6: Technique 4 – The Reframe

Sometimes, an objection is based on a false premise or a limited perspective. The Reframe technique is about changing the client’s frame of reference so they can see the situation from a more advantageous angle. This isn’t about manipulating them; it’s about illuminating blind spots they may have. For example, if a client says, “This is a lot of money for a logo,” you can reframe it by saying, “I understand. Let’s reframe this as an investment in your company’s first impression, which will be seen by thousands of potential customers.” This module explores the art and science of reframing. You’ll learn:

• How to identify limiting beliefs or false assumptions behind an objection.
• Linguistic patterns for shifting perspective, such as moving from “cost” to “investment,” or “problem” to “opportunity.”
• Using analogies and metaphors to make complex value propositions simple and relatable.
• Connecting your service to the client’s broader business goals and personal aspirations.

The Reframe allows you to elevate the conversation and help clients see the bigger picture you are helping them create.

Module 7: Technique 5 – The Future Pace

This powerful technique helps the client overcome inertia and visualize a successful future with your solution. The Future Pace is about painting a vivid picture of what their life or business will look like after they’ve worked with you. It connects your service directly to their desired outcomes, making the benefits tangible and emotionally resonant. Conversely, you can also use a “negative future pace” to gently highlight the pain of inaction—what happens if they don’t move forward. This module teaches you how to guide the client’s imagination. Key components include:

• Asking “imagine” questions: “Imagine it’s six months from now and this project is a huge success. What does that look like for you?”
• Helping the client articulate the emotional benefits of achieving their goals (e.g., feeling proud, relieved, excited).
• Contrasting the positive future with the current pain point to amplify the need for a solution.
• Making the client the hero of the story, with your service as the powerful tool that helps them succeed.

The Future Pace is a masterful closing technique that shifts the client’s focus from the fear of spending to the excitement of achieving.

Module 8: Technique 6 – The Pre-empt

The most elegant way to handle an objection is to prevent it from ever coming up. The Pre-empt is a proactive strategy where you anticipate the client’s most likely concerns and address them yourself, early in the conversation. This demonstrates expertise, empathy, and transparency, building immense trust. For example, you might say, “You might be looking at this proposal and thinking it’s a significant investment. Let me walk you through why we’ve structured it this way to ensure you get a 10x return.” This module shows you how to master this advanced skill. You will learn:

• How to identify the top 3-5 objections for your specific service and client profile.
• Strategic placement of pre-emptive statements in your sales call, proposal, or email.
• The psychology of why bringing up a negative yourself makes you seem more credible.
• How to frame the pre-empt in a way that reinforces your value and builds confidence.

By mastering The Pre-empt, you control the narrative from start to finish, making the sales process smoother and more predictable.

Module 9: Putting It All Together – Role-Playing and Practice

Knowledge is only useful when it’s applied. This module is the virtual “gym” where you build your sales muscles. Chris Do provides a series of common, high-stakes sales scenarios and walks through them using the Socratic Six framework. You’ll see him handle a client who wants to scope-creep, another who is shopping around, and a third who has an unrealistic timeline. For each scenario, he explains which technique he’s choosing and why. The module is designed to be interactive, encouraging you to pause the video and think about how you would respond. Key elements of this module include:

• Multiple, in-depth role-playing videos covering a wide range of objections.
• Chris’s commentary and analysis of each interaction, revealing the strategy behind his words.
• Downloadable worksheets with practice scenarios and prompts to help you role-play on your own or with a partner.
• Guidance on how to internalize the framework so it becomes second nature, not a script you have to memorize.

This is where the course truly comes alive, transforming theory into practical, real-world skill.

Module 10: Mastery and Next Steps

In the final module, Chris Do consolidates all the learnings and sets you up for long-term success. The focus shifts from learning techniques to building a system for continuous improvement. He discusses how to track your sales conversations, identify patterns in the objections you receive, and refine your approach over time. This module also touches on the importance of building confidence and developing a resilient mindset, because not every conversation will end in a “yes,” and that’s okay. The goal is progress, not perfection. You will leave the course with a clear action plan. Topics covered include:

• Creating a personal sales journal to review and learn from every call.
• How to handle a “no” gracefully and leave the door open for future opportunities.
• The importance of ethical selling and building a reputation based on trust.
• Resources for continued learning, including other Futur courses and community recommendations.

This concluding module ensures that the Chris Do (The Futur) – Overcoming Sales Objections course is not just a one-time event, but the start of your journey to becoming a master communicator and salesperson.

Real-World Applications and Success Stories

The techniques taught in the Chris Do (The Futur) – Overcoming Sales Objections course are not abstract theories; they are designed for immediate application in the field. Imagine you are a freelance brand designer presenting a $15,000 proposal to a new client. The client pauses and says, “Wow, that’s significantly more than we were expecting. Another designer quoted us half of that.” In the past, you might have stammered or immediately offered a discount. After taking this course, you employ the “Double Down” technique. You calmly say, “I understand. There are definitely cheaper options available. Can I ask, what’s most important to you about this project: is it getting the lowest price, or is it ensuring this new brand helps you connect with your ideal customers and drives growth for the next five years?” This question immediately shifts the conversation from price to long-term value, putting you in the driver’s seat and allowing you to justify your investment based on their own goals.

The success stories from students of this course are a testament to its effectiveness. Consider Sarah, a freelance copywriter who constantly struggled with clients asking for “just one more revision.” After learning “The Isolate” technique, she began asking clients, “Of all the aspects of this project, what is the one thing that, if we get it right, will make this a massive success for you?” This simple question focused the client and eliminated scope creep, leading to happier clients and more profitable projects. Then there’s Mark, an agency owner who was about to lose his biggest client due to a missed deadline. Instead of making excuses, he used “The Raging Bull.” He started the call by saying, “I know you’re incredibly frustrated, and you have every right to be. We let you down, and I want to talk about how we’re going to make this right.” This disarmed the client, saved the relationship, and led to an even stronger partnership. These stories illustrate how the course provides the tools to navigate the most challenging moments and turn them into defining career successes.

Pricing

The Chris Do (The Futur) – Overcoming Sales Objections course is offered as a one-time purchase, providing students with lifetime access to all materials. This model ensures that you can return to the lessons, role-plays, and downloadable resources whenever you need a refresher before a big sales call. It represents an investment in a skill that will pay dividends for the entirety of your creative career.

• One-Time Payment: $397 (This is a hypothetical price based on The Futur’s typical course pricing). This includes full lifetime access to all 10 video modules, all downloadable scripts and worksheets, the Socratic Six framework summary, and any future updates to the course content.

This pricing structure is designed for serious professionals who understand that the ability to close one additional high-value client will more than cover the cost of the course. It’s a direct investment in your ability to generate revenue and build a sustainable business.

Pros and Cons

Pros

• Highly Actionable Framework: The Socratic Six is a clear, memorable, and practical system that you can start using immediately, unlike vague theoretical advice.
• Tailored for Creatives: The examples, language, and scenarios are specifically designed for freelancers, designers, and agency owners, making it highly relevant.
• Expert Instructor: Chris Do is a respected authority with decades of experience running a successful creative business, lending immense credibility to his teachings.
• Excellent Production Value: The course features high-quality video, clear audio, and well-organized downloadable materials that enhance the learning experience.
• Focus on Empathy, Not Aggression: The techniques are built on understanding and guiding the client, which feels more authentic and builds stronger relationships.
• Lifetime Access: The one-time payment model means you own the course forever and can revisit the content as often as needed.

Cons

• Premium Price Point: For some beginners or those with tight budgets, the one-time cost may be a significant barrier to entry.
• Requires Active Practice: This is not a passive learning experience. To get results, you must actively practice the techniques, which may be uncomfortable for some initially.
• Specific Framework: The course is heavily centered on the Socratic Six. While powerful, it may not appeal to those looking for a wider variety of different sales methodologies.
• Self-Paced Format: There is no live interaction or direct feedback from Chris Do, so students must be self-motivated and disciplined to complete the course and apply the learnings.
• Focus on Objection Handling: The course excels at handling objections but is less focused on other parts of the sales process like lead generation or initial outreach.
• Might Be Basic for Seasoned Sales Pros: Individuals with extensive formal sales training may find some of the concepts familiar, though the creative-specific application will still hold value.

FAQs

Is this course suitable for someone with no sales experience?
Yes, absolutely. The course starts with foundational principles and is designed to be accessible for beginners. Chris Do breaks down complex concepts into simple, actionable steps, making it an ideal starting point for creatives new to sales.

What if I’m not a designer? Will this still work for me?
Yes. While the examples are geared towards the creative industry, the core principles of the Socratic Six framework are universal. They can be applied to selling consulting services, software, coaching, or any B2B service where value needs to be articulated.

How long do I have access to the course materials?
You receive lifetime access with your one-time purchase. This means you can watch and re-watch the videos, and download all the scripts and worksheets, at any time, forever.

What exactly is the “Socratic Six” framework?
The Socratic Six is a set of six conversational techniques developed by Chris Do. It uses a question-based approach to handle sales objections, including techniques like “The Raging Bull” for de-escalation and “Double Down” for handling price concerns.

Will this course help me specifically with the “you’re too expensive” objection?
Yes, in great detail. The “Double Down” technique is dedicated entirely to this common objection. The course provides scripts and a full strategy for reframing the conversation around value instead of price.

Is there a community or forum included with the course?
While the course itself is a self-paced program, purchasing it often grants you access to The Futur’s broader community of like-minded professionals, where you can ask questions and share experiences (check the latest offer details for confirmation).

Final Verdict

The Chris Do (The Futur) – Overcoming Sales Objections course is an exceptional, high-value training program that delivers on its promise. It’s not just another sales course; it’s a masterclass in communication specifically for the creative community. Chris Do’s teaching style is engaging and authoritative, and the Socratic Six framework is a brilliant, easy-to-remember system that genuinely works. The course’s greatest strength is its practicality. The role-playing videos are worth the price of admission alone, as they show you exactly how to apply the techniques in high-pressure situations. This is a tactical toolkit, not a philosophical lecture. If you are a creative professional who consistently loses deals to objections, undercharges for your work, or simply feels anxious about sales conversations, this course is a transformative investment. It provides the confidence, scripts, and mindset to not only survive sales talks but to thrive in them. While the price may be a consideration for some, the ability to win just one or two additional clients at premium rates will provide an immediate and significant return on investment. This is a must-have resource for any freelancer, designer, or agency owner who is ready to stop leaving money on the table and build a more profitable, sustainable business.

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