In terms of making a sale, it's a it's a process. It's basically the realization of what need a person has. Help them translate understanding the negative consequences of that need because they may have a need is latent, but there was no solution for this thing and uh and they may actually be okay living with it for a while longer. But when they understand the consequence of it, you may realize, oh my god, I should be doing something about it.
I shouldn't be living it for for good reasons. and being able to portray a solution in terms of being able to provide a better future state and resolving things and having positive business consequence and and positive personal consequences. Being able to clarify that picture does wonders for people to understanding why they should be doing this. Okay? And it's a value based discussion. It's not about a product here. I didn't talk about product. I'll talk about their current state, their negative consequence of current state they're in. and then oh you're helping me conceptualize the problems I'm facing better than myself and then helping them paint a vision and and and and come up with aspiration where they should be and talking about what they would do for them in their business helping them articulate that and is very is very powerful and then you go into discussion about what are the requirements to do this and then you get into solutioning then you basically but understand the customer deeply and they can rationalize why they should
be doing something then having a solution that does it makes is obvious. Okay. Oh, you have a solution that can get me from here to here and does these things. Oh, the rational for why we should do it is obvious and I can actually articulate it to myself, to my peers, to my business and uh that clarity is um I think it's the most powerful thing I I learned in my career. Yeah.
