I would say the challenges that I faced in the past when selling over the phone was mostly like a lack of visual cues, distractions on the prospects end during phone calls and maybe like a limited attention span. The way it overcame the lack of visual cues was by just listening for verbal cues and the prospects tone is really important. Asking questions to help overcome distractions and lack of attention during the phone calls I feel is really important. It keeps a prospect engaged in our conversation. Also using open-ended questions and active engagement techniques really helped me to build rapport, keep the prospect focused in our conversations. When it came to selling in person, mostly I face issues with scheduling conflicts. You know it's kind of hard to schedule a time with prospects or sometimes they just don't show up to scheduled times. And also probably building like a trust with maybe prospects who've had bad experiences in the past with establishing trust or having someone come into their home and maybe do something that wasn't ethical. I try to pay attention to a prospects body language and address adjust my approach to that. It's going to be different with everybody. I try to find common ground with each prospect and I really try to demonstrate like a genuine interest in their needs. I always let them know that I'm there to educate them, to help them to answer any questions.