ANYTIME I SIT

ANYTIME I SIT DOWN AND DO FACE TO FACE DEALS, a couple or something, I will have I'll set myself across from a woman if it's 5 or 6 people in a boardroom I will look to see where most of the women are sitting and sit across from them so that I can square them and talk to them, I turn my shoulders towards them. You're automatically non-confrontational with the guys when you focus on another female to put your shoulders aligned with. That will push you over and make it because what do you need after and they go take a break and they're make a decision. You need the ladies to say, but I trust him. I like him. There's something about him that's different than the other vendor who as a man kept pivoting because he didn't want to be confrontational. So just I love this and psychology is always so interesting and something that I think within sales is so powerful. And obviously there's been a lot of studies and written into this and Caldini of course is big on it. I think that it's funny because there's a lot of things I teach my clients and they say, I never would have had any idea about that. I never would have known. The problem with a lot of people in sales is there's a lot of sales that's not intuitive. You would not know the shoulder thing. You would not know that if you do this or that, it's actually going to work instead of what you might think the opposite. And so it's crazy how often I'm sure you and I both talk to clients and they're just like, I had no idea. But then they go off and do it, and they come back and say, holy cow, that revolutionized what we're doing. What a difference. Yeah. Exactly. So of people like in insurance business or in retail sales