Good morning. Typically what I do in a sales training process is the first thing I'll do is ask someone to describe to me the process that you currently use and I'll give them a situation that we're in and ask them to in their best ability or on a normal day how they would go about the selling process if I were their customer and once we do that I don't try to pick anyone say oh that's wrong this is wrong I find that the things that work the things that I like that I've used myself and I know that works for other people and those are the things I'm going to highlight once we do that then we're gonna build upon that because now we've got a good foundation of what is working for that person so once you can find the things that work for them build upon that now you've got a great foundation a great base to just add to and if you can add to that and help them then they become not just a good salesman they become a great salesperson and so that's my simple process.