Watch Chris price
a real client. Live.
Two cuts from Chris Do’s July 21 “Pricing with Confidence” livestream. First: Chris takes the vendor seat against a real Pilates-studio owner — real numbers, real cash-flow objections, a $5K budget anchor — and walks him to a $48K proposal by letting him price himself. Second: an attendee runs the same call, and the chapters are tagged with what worked and what got missed. Use them to jump straight to the moments that matter.
A quick update before the videos
Two minutes on where things are at, who this day is for, and the news below.
Bonus 90-minute group coaching call with Chris after the event
Learning the concepts in the room is one thing. Putting them into practice on real conversations, then coming back for tweaks and coaching — that’s where it sticks. Included with every ticket.
Chris takes the vendor seat against a real client — roleplay rules, and the referrer gets renamed “Ping.”
The Value Conversation
“If we could wave a magic wand… what would it look like?”
Skip the scope. Pull them out of today’s problems and into the outcome they actually want, on a timeframe they name themselves.
“How will you know you got there?”
Let them answer in their own words, then push vague answers toward numbers — bookings, conversion, followers, revenue.
“What is that worth over 12 months?”
Monthly value × 12, said out loud. In the video: $40K a month becomes $480,000 — and the whole conversation changes.
“Would 10% be out of the question?”
The client names the number, so your price lands under an anchor they own. Then pause, and ask: “How does that sound?”
Steal these for your next call
“What’s on your mind?” — four words, and the client talks first. Chris skips small talk entirely: the call is finite, and both sides have a job to do.
Cash flow, the $5K anchor, “show me Pilates work” — none of them met a discount. They met honest positioning, quantified upside, shared risk (quarterly payments + an exit clause), and a floor.
Mark mentioned cash flow repeatedly — so Chris addressed it head-on: “I’ve heard you mention cash flow several times.” Naming it built more trust than avoiding it.
“We’re just not gonna be your people” — no resentment, no discounting. The floor was stated once, with respect, and the deal stayed alive anyway.
Same client. What worked,
what got missed.
Bridget sold to the exact same client right before Chris did — and the gap between the two calls is the whole lesson. Her rapport was genuinely world-class. The pricing conversation never happened.
Instant, genuine rapport
Warm and conversational from “ring, ring” — Chris paused the roleplay to note it was the first time the client smiled all session.
Real discovery
She surfaced the consistency problem across 11 instructors, the loved logo, the weak website, and the community differentiator — actual listening, not a checklist.
Matched the client’s energy
Where round one clashed with the client’s low-key style, Bridget’s warmth met him where he was — the connection was real.
The $5K anchor got validated instantly
The client said “happy to be guided by you” — an open door — and the referred $5K number got a “good job, Zach, it’s pretty spot on.” The real client had paid $25K+.
No desired-future-state, no value math
The four value questions never got asked — so the price came from the client’s anchor instead of the $480K outcome Chris later put on the table.
Parroting instead of advancing
Chris’s debrief: repeating the client back without adding information, talking past the 80/20 listen ratio — “we cannot learn when we’re speaking.”
Chris runs this room live
in Vancouver. August 6.
Natural Born Seller is a full-day, hands-on sales training with Chris Do — worksheets, live role-plays exactly like this one, and coach corrections on your actual pitch. One day, limited seats.
Get your seat →Excerpt from The Futur’s “Pricing with Confidence” live webinar, July 21, 2026 · Shared as event bonus content · Natural Born Seller × The Digital Third