How Do You Deal With These Different Situations?

Ramsey Master: We demoed every first meeting because we would start to ask questions and people would be like yeah but I they couldn't get their heads wrapped around it enough right. So, so the sales reps there just got into the habit of like well we're always going to do a demo so they offered it when they when they agreed to take the meeting. And you know what that was the discovery and we discovered all right. But yeah, like it's I feel like it's always going to happen is just how we deal with these different situations that could change it from being a horror story into a hero story.