# Why Your Sales Script Is Killing Your Deals (Live Sales Roleplay)

Source: https://www.youtube.com/watch?v=pc1CH6rNqP4
Recap page: https://rapidrecap.app/video/pc1CH6rNqP4
Generated: 2026-02-07T15:35:19.731+00:00

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## Quick Overview

The main takeaway from this segment is that failing to protect intellectual property, like trademarking a logo or course content, exposes a business to significant financial risk, as competitors can easily copy and resell the work, leading to immediate revenue loss and the need to continuously re-create protected assets.

**Key Points:**
- The interviewee (Carlos) is in the legal services business, specifically focusing on trademark registration for US-based companies.
- Carlos has experienced competitors copying his training courses and reselling them, causing him to lose money.
- He stated that four of his twelve courses have been infringed upon, leading him to seek trademark protection for his logo.
- The process for filing a trademark application and getting certification is estimated to take around 6 to 8 weeks.
- The presenter (Chris Do) emphasized that the core problem is the IP infringement, not necessarily the cost of the courses, which are in the six-figure range.
- The goal of the exercise was to shift the conversation from the high cost/revenue figures to focusing on the fundamental issue: protecting the business's core assets (facts, feelings, meaning) before scaling.
- The presenter stressed that if you don't protect your IP, you are essentially helping your competitors by giving them free content to sell.

![Screenshot at 00:04: Carlos, the interviewee, holding up a black cube item bearing a yellow logo, while Chris Do \(standing\) presses him on why he hasn't trademarked his logo despite competitors copying his courses and the resulting financial loss.](https://ss.rapidrecap.app/screens/pc1CH6rNqP4/00-00-04.jpg)

**Context:** This clip captures a live role-playing or coaching session, likely part of a business workshop hosted by Chris Do (the presenter standing by the whiteboard). Carlos, the interviewee seated at the table, is being grilled by Chris Do about the importance of intellectual property protection for his business, which involves selling training courses. The discussion centers on the financial damage caused by competitors who copied and resold his course materials without legal protection, highlighting the need to prioritize trademarking assets.

## Detailed Analysis

The video segment focuses on a dialogue about intellectual property protection, specifically trademarking, within a business coaching context. Carlos reveals he is in the legal services business, offering trademark registration for US-based companies. He admits that some of his courses have been copied and resold by competitors, resulting in financial losses. He estimates that four of his twelve courses have suffered this infringement. Chris Do uses this situation to drive home the point that protecting core assets is fundamental, even if the initial cost of legal protection seems high. Chris Do points out that if Carlos doesn't protect his IP, he is essentially helping competitors profit from his work. When asked about the timeline for trademark registration, Carlos mentions it takes about 6 to 8 weeks for the USPTO to review the application. Chris Do then challenges Carlos to articulate the problem clearly—that the core issue is the IP theft, not the revenue figures, and asks what Carlos needs to know to move forward with protection.

### Trademark Issue

- Carlos provides trademark services for US-based companies; four of his twelve courses have been copied and resold by others, causing financial harm.

### Timeline & Cost

- Trademark application review by the USPTO takes 6-8 weeks; the potential financial loss from one infringement scenario was estimated at $200,000 versus $5,000 (a $195k difference).

### Coaching Interaction

- Chris Do redirects the conversation away from revenue figures to focus on the fundamental problem of IP protection, emphasizing that ignoring this is like 'running away from the problem'.

### Next Steps

- The immediate focus should be on securing copyright/trademark protection for the courses and the logo itself, as the intellectual property is the asset at risk.

![Screenshot at 00:01: The main speaker, Chris Do \(standing\), addresses the group while Carlos \(seated, purple suit\) holds up a product.](https://ss.rapidrecap.app/screens/pc1CH6rNqP4/00-00-01.jpg)
![Screenshot at 00:24: Chris Do points toward the whiteboard which lists the '8 Elements of Conversational Mastery' while engaging the audience.](https://ss.rapidrecap.app/screens/pc1CH6rNqP4/00-00-24.jpg)
![Screenshot at 00:58: The interviewee, Carlos, is asked about his company's purpose while holding a branded cube.](https://ss.rapidrecap.app/screens/pc1CH6rNqP4/00-00-58.jpg)
![Screenshot at 02:08: Carlos asks a pointed question to the interviewee \(Leo\) regarding why he hasn't registered his mark.](https://ss.rapidrecap.app/screens/pc1CH6rNqP4/00-02-08.jpg)
![Screenshot at 05:54: Chris Do humorously points out the absurdity of ignoring IP protection while discussing large revenue figures.](https://ss.rapidrecap.app/screens/pc1CH6rNqP4/00-05-54.jpg)