You better stop. Stop. And question. Pause and question. It's the 5th of April. First off, don't let the force of the impression carry you away. Say to it, hold up a bit. Let me see who you are and where you are from. Let me put you to the test. Epictetus? Yes, he is. Yes. So pause and question.

We've already spoke about how we're big fans of silent. Where this screams out to me is in the world of objections and questions from prospects. Yes, exactly. So I think that traditional selling, I've definitely been guilty of this before. People just about to sign the contract, they go, it does come with this feature, doesn't it? Yeah, yeah, yeah. Get it over the line. Or you're on a demo or something and suddenly they say, it.

Does it link in with our CRM package or does it link in with our accounting package? Yeah, yeah, it can do. Yeah, yeah, It's just that panic, that sales panic of yes to everything until I get the deal over the line. But the professional salesperson, when they hear something like that, does this link with our CRM? Good question. Sounds like it's important that it links with your CRM. Yeah, because, you know, we've just invested quite a lot of money in it. We want to automate a few different things for it.

Okay. You said you wanted to walk me a few different things. What did you mean by that? Tell me more. You're on a different path. deeper and understands not just the question that they've been asked, but why they've been asked it. Exactly. You know what I think some people forget, sellers forget, they forget that people are, some people are trained to buy professionally. Yes. That's a skill in itself. Exactly. People think selling is a skill. Yes. Buying is a skill. And what falls into that is negotiating.

discount in things like that. You've got to be careful when you're selling because otherwise people pull the wool over your eyes. So reverse questioning is hard, isn't it? We do. We do a role play game. Should we do a little bit of a role play of reverse question? Yeah, we can do. Do you want me to be the reverser? And you ask the questions. like you want to be the reverse question. What do you mean by reverse questioner? Well, you set the rules. It feels like surely you're the person who should start the game now with the rules up in place from the beginning.

Well, who made the rules to start with? What rules? The rules that you came up with before. Are they yours or did you get them somewhere else? Could I have got them from somewhere else? Well, if you did, where would you have got them? They could have been anywhere. Did you see them lying around? I didn't see any rules lying around, but I'm guessing based on the reading that you've been doing, you picked them up from somewhere or maybe you're going to tell me you just came up with that just now? Reading? Yeah, you can read, can't you? Or did you go to Blackpool? Do you think I went to Blackpool? I'd certainly know you did. Well, how do you know that?

I lost them. I made a statement. it's a great role play game. And we always say, like, take this to your team to grab somebody and it gets the brain and gear, doesn't it? It's a skill. It's a habit. It's how do you like bat it back? The thing is that I think people struggle with this is how do you do it without seeming avoidant? You know what mean? So if I go to you, have you worked with any of our competitors? good question.

I mean, I wouldn't want to answer it too broadly. When you say competitors, did you have a specific one in mind or? Yeah, exactly. Good. Yeah. But what's the difference there between to now do the wrong way? Do you work with any of our competitors? What competitors? That would be avoided. Who? You haven't got any. What competitors? you guys, get in here, get in this team chat. He thinks he's got competitors.

Everybody look at this guy. Flicking it. Yeah. So that's it. So I always think like pause, take a breath. Think about how you're to pad the question out and ask it. Really nice. I've been Jack Frimston. I've been Zach Thompson. Remember you will die. Massive loss of life.