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Gentleman by name Richie audo training me in Westchester New York in 1993 and I ran a lead with Richie and Richie always wore these glasses can you put those on your face please yeah very nice just like that and Richie looked at the customers just like David's doing over top of those glasses during the entire presentation and I'm sitting there watching Richie do his masterful presentation and he says which one of these plans works best for you and his head's down and he's writing the order and the husband said to the wife Richie we're going to have to think about it at that moment Richie dropped his pen on the table reached up and grabbed them glasses pulled them off of his face just like this and then glanced at the guy and then he turned to the wife and said what do you think honey and she said I think we ought to do it without saying another word Richie slid them glasses back onto his head and continued right the order I left right there went to the drug store and bought me some of them glasses cuz I was too dumb to realize at the moment that was calculated that was 5 Seconds right there I watched it happen didn't even know until he told me afterwards so the key to this is what I'm tell you it's all system if you arrive on time you greet them the right way establish Rapport identify needs Custom Tailor your presentation them company story solid commitment product demo not making them swallow the grapefruit I I wrote that one down as a matter of fact then you follow a closing system we can do it all for only build your closing formula assume the order write the order make them stop you and if they do object You've Got A system that you can rely on to walk you through moving them from excuse objection question to the order but if they're hung up on price you got to have a good one and the good one's the total offer concept David awesome thank you you uh that was awesome thank you