Paul Mark Morris

There's the answer.

Right.

Exactly.

Okay.

So actually, so let me ask you if I were able to deliver to you a pen that is, uh, that's gel permanent, won't smudge all over your hands, has sort of a luxury feel to it, has that creates that special moment, but yet, you know, you're not going to shoot yourself if you lose it.

Is that, would you say yes to that?

yes okay then it looks like we have a deal because this is you've described exactly this pen i think it's it might be a hundred dollars like eighty dollars so it's not like i don't know i don't even know what a mont blanc costs but like a couple hundred dollars and then they're fountain pens they run all over the place but this is yeah this is a good and then when you put the top on it well here i'll let you hold it and see what you think about the weight oh right

Now, maybe you want to take a test drive.

I think you like that pen.

Selling creates opposition.

And convincing creates opposition.

So...

To sell effectively, to sell very effectively, you want to give somebody what they actually want.

And there's no way to figure that out without asking the questions.

So, you know, when I'm asking the questions like, what about the pen is important to you?

And then you said, that's just, you said non-smudge.

Or I said, does that make a difference?

Because I know something about book signing.

You're like, yeah, oh yeah, the smudge is terrible.

So I would write down, not an interpretation of what you said, but I would write down the exact words that you used.