 What does a salesperson do when you say sell that sell this right? Well, the Rookie salesman will say this is the greatest pen in the world this pin They'll start trying to do some version of the three tens like this This is the best pen in the world the right to play down never runs out of eight best vibe Blah blah blah see I'm talking a mile a minute, right? But the fact is is that the only logical thing you can really say to someone Before you sell a little pen is first of all, are you in the market for a pen? Yes, qualify You have to start asking questions and this is the big mistake that salespeople make because a by gathering intelligence in the beginning It allows you to identify their needs their value systems any pain They might be feeling about you know a lack of not having something right and just as important is that it's true? Asking questions, you know and using certain tonalities and you mentioned tonality and body language and just as important even more important How will you listen to the answers?