EPISODE · Jun 24, 2026 · 16 MIN
How to Close Clients as the Underdog w/ Chris Do | Ep 439
from The Futur with Chris Do · host The Futur
In this episode Chris breaks down one of the most studied sales moments in sports history: how Nike's Sonny Vaccaro walked into a room as the clear underdog and walked out with Michael Jordan's signature. Using scenes from the film Air, Chris unpacks the psyop, the competitor takedown, and the negotiation move that changed the business of sports forever. Plus, a real-world story from a friend that shows exactly how to apply the same tactics in a creative business pitch today. Timestamps: (00:00) - Intro (00:44) - The Underdog Psyop (01:50) - Dismantling Converse (04:05) - Taking Down Adidas (06:30) - The Trap Question (08:12) - The Carrie Story (10:45) - Priming Price Expectation (11:00) - The Royalty Negotiation (13:35) - The Deal Stats Check out The Futur: Website: https://www.thefutur.com/ Courses: https://www.thefutur.com/shop Linkedin: https://www.linkedin.com/company/the-futur/ Podcasts: https://thefutur.com/podcast Instagram: https://www.instagram.com/thefuturishere/ Facebook: https://www.facebook.com/theFuturisHere/ X : https://x.com/thefuturishere TikTok: https://www.tiktok.com/@thefuturishere Youtube: https://www.youtube.com/thefuturishere Check out Chris Do: LinkedIn: https://www.linkedin.com/in/thechrisdo/ Facebook: https://www.facebook.com/BizOfDesign Instagram: https://www.instagram.com/thechrisdo/ X: https://x.com/thechrisdo TikTok: https://www.tiktok.com/@thechrisdo Threads: https://www.threads.net/@thechrisdo Behance: https://www.behance.net/chrisdo Produced by UNFLTR Learn more about your ad choices. Visit megaphone.fm/adchoices
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How to Close Clients as the Underdog w/ Chris Do | Ep 439
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