Sales Webinar: Building Exceptional Sales Person-Prospect Rapport

Gary: Hi, welcome. Good morning, good afternoon, good evening, depending on where you're at in the world. I want to thank you for joining the webinar here today. My name is Gary Gower. I am the Partner Development Manager here at Lead Forensics, and I kind of oversee new partner recruitment here in North America. But joining me on the webinar is my friend Tyler Witt. Here, he's senior sales manager here in the United States. We will be using the questions function of this webinar, which should be located to the right, and we'll be saving those towards the end. So, if any questions do pop up, please feel free to drop them in the chat. But I guess to kind of kick things off since we're going to be talking about rapport. How was your weekend, Tyler?

Tyler: It was good, Gary. Definitely appreciate you taking the time to do this for the audience here and everything. But no, I had a good weekend, got a lot done, and started what I think I would say half the country is probably doing right now is involving their home. We're doing the remodel side, so we're not moving, but a lot of stress. But what's living if you don't have some stress too, right?

Gary: I definitely do not envy that. But let's jump in, and I guess probably the best place to start. What is rapport to you?

Tyler: I guess it is a good place to start. So, I guess for me, the best way to think of rapport is just to think of a connection. Right, so suppose people that feel connected just tend to trust each other. And I guess ultimately going to share a bit more. So, for me personally, I think of rapport as someone genuinely enjoying speaking with me. They trust me. They value my input. And, you know, let's hope maybe even a little bit of respect in their right. But honestly, I think I don't know, maybe it's much simpler than that and they just like me, you know? So obviously, I guess obviously like this is something you are going to build throughout the entire process, from the cold call to discovery to solution all the way through, you know, hopefully then becoming a customer. I guess it's not about the simple rapport section of your intro. But that said, this is ultimately what we're talking about today is like, how can we start that off on the right foot, right? So how can we get the right starting point? So, we build that rapport fast. And once it is built, then it is vital to maintain it.

Gary: So, you know, why, why is it so important to build rapport fast?

Tyler: Well, the good question again. So, I'd say two reasons, right? So, number one, people that like you tend to buy from you. And so, there's a classic saying in sales that, you know, all things being equal, people buy from people they like and all things being unequal, still buy from people they like. Right, so if we think about that, the simple act of people liking you actually increases your odds of getting the sale. So, things like price product, you know, even economic wins are all almost, I mean, out of the salesperson's hands, right? So those are something we as salespeople can't control, but we absolutely can control how we make a person feel. And those salespeople, right, the ones that make someone feel, I guess, good, are always going to have a leg up on even the most knowledgeable salesperson, you know, throughout begins. This is why anybody that knows me or reads anything that I've published, it's why I have charm as my number one rule of sales, right? So that's number one. But I guess secondly, you know, if build rapport, break resistance, right? So, a lot of people would have heard this notated as like PR. So basically, in sales, Gary, you're going to be asking a lot from people. You're going to get asked for time introduction information. You know, I guess ultimately, money. And anyone that has ever gotten the, you know, let's just move on, right? We've all had that dreaded like, oh, it's great, Gary, let's just move on during discovery knows exactly what I mean. Hear about that resistance, right? So, they just simply had it right, or we just simply hadn't built rapport. So that prospect keeps their guard up and high. This friction will last through the entire process if you don't win them over fast. So, and it's hard to see, you know, a sale coming from someone that isn't even willing to engage with, as a basic conversation with you at the get-go.

Gary: Oh, absolutely. And we've all, you know, unfortunately, been on the other side, you know, trying to buy from someone that we didn't like, and it's very painful. You know, sometimes it can even bring up competitors when you maybe have not had thought of others up until that point. So, this is an interesting one. You know, there's been a lot of talk in recent years about a relationship being out of style, know. Most notably, the challenger sale says that the relationship salesperson is the least effective. Do you think that's true?

Tyler: No, I don't. Not even in the slightest. Like, look, I mean, I could go into the flaws in some of the challenger's salespeople, right? That is like a perfect combination of all these other characters. But suffice it to say, a relationship is never a bad thing. It just isn't right. I guess the important common for me to make would be there is a huge difference between the relationship you're going to have with, say, your family, right? Your loved ones, your family, your closest friends. All that and the relationship you're going to have with a prospect or a client. I had a coach early on. One of my sales coaches early on asked me how many of your clients' rights, how many of your current or past clients, whatever have ever sent you a Christmas card? How many of them have called you on your birthday? How many did I invite to my wedding? Right, and the answer is none. Right? Like, no, that just doesn't happen. I mean, sure, you and I were talking about this a while ago, right? Of course, we've gotten thank you cards. I've definitely gotten thank you cards I've sent. Thank you, cards, right? But there's a big difference there. And we want to respect those boundaries right now. What is true, I guess, is that just like any relationship, trust, communication, and respect, are paramount to success. So, it's not about making friends; it's about earning and giving trust. And like I would say, hopefully, respect, right? But if you can solidify those with the prospect now, you're setting yourself up for, you know, a very successful process overall.

Gary: Yeah, it's crazy because I actually remember the first time, I got a thank you card from somebody that I signed up for a very large contract. And let me tell you, it was not the easiest of processes. There were a lot of technical hurdles that we had to overcome, but we ended up coming to an agreement, and they came on board as a really solid partner. But I got a thank you card, and I was kind of confused. Why? So, I reached out and was like, hey, what was this for? And he was like, dude, that was a, you know, a major process, but I'm so glad I got to do it with you. I don't think we would have been able to accomplish this. It means you didn't get along so well. And so, you know, it was really enlightening to see the power and the strength of what a really good relationship can be, even in times of stress and difficulty. Now, so, you know, now that we kind of established that rapport is important, obviously, you know, what are some of the basic steps that you teach and coach to build great rapport quickly?

Tyler: Yeah, I mean, first, first of all, on a thank you card was always a big deal. I remember those for the rest of our lives. I mean, you know, first and foremost, it's prep, right? So, I think the number one thing that I'm coaching salespeople as they come in, is they start getting on the phone. It's just that prep, right? So do your homework before a call. Know who you're talking to. But be prepared just like for every part of the sales process, you know, rapport in that first impression piece, you do want to prepare for that as well.

Gary: So, what kind of stuff can you prep for then?

Tyler: Yeah, I mean, I've always kind of coached around five basic areas, right? So, this is what was taught to me, and honestly, I find it. It's a really easy place for people to get started. So, the five basic areas are going to be so location number one, it's like, where are they located? You know, is it somewhere you've been or is it somewhere you want to go? You know, maybe there's a school there that you're familiar with, maybe where they went to school, someplace you're from or familiar with, right? So, you know, is that somewhere that interests you in some way, right? So, location number two family? Now, this is a careful one, Gary. I'm not saying go to Facebook, stalk these people if they've got pictures or family, but it's only on like Facebook or some of these other, more private sort of social media platforms probably steers away from it, steer away from it. But there are a lot of people that are going to bring up their family on their business's website or on a LinkedIn post, right? So, you see that a lot because it's an important part of maybe their motivator or who they are. Maybe it's a family-owned business. Even so, maybe you have a, you know, somebody that's a proud parent, and they're just posting pictures about it or whatever. Like, absolutely, that's all-fair game.

Gary: Or I saw to interrupt for just a second because it was absolutely hilarious. I saw a VP of Marketing on a client's website and it was a picture of their pup. So, I was like, I want to meet the VP of Marketing.

Tyler: That's what I'm saying. It is a dog owner like dogs are absolutely part of the family. So same with cats. I own a cat as well. So, no hate there. Yeah, they're right there, right? So, like, so, so the family is a great one. And then, you know, you're talking about that is the sports. They're so sports. I mean, a big part of a lot of people's lives, right? So maybe the town that they're in has a major sports team. Did they post something on their website or LinkedIn about sports if they go to school that has a big sports program, right? Like this actually is a big one for me because if I talk to somebody anywhere close to a Big Ten school because I went to Iowa, I'm going to be bringing that upon a call. We are going to be talking about, especially with Ohio state, I'm going to be, you know, tell them how jealous I am of going to a school with a successful program. So, I definitely have a little bit of envy there, right? So, so big one for me, right? And then I guess you got weather, right? So, whether this is a classic, in my opinion, the weather is one of the easiest things in the world to talk about bar none. People have been talking about the weather for thousands of years, and I remember, you know, and it's not just about like, oh, hey, Gary, do you have weather? I've got a weather rapport, right? Right, like potentially being interested. And I always think back right because people will give this one a hard time. But I remember when I was young, I went to the grocery store and went on a little tangent here, but I went to the grocery store with my grandma. I remember how easily she could talk to anyone about something so simple as the weather is in the middle of summer when every day is just nice and sunny. And this and that, right? It could have been. So, I mean, it could honestly be the most average, like just a partly cloudy day, and my grandmother would strike up a conversation with the bagger at the grocery store. It's 30 minutes later. They'd still be talking. She knows about their family, their kids. I mean, and there's a pretty good chance they're going, you know, coming over for Sunday dinner at the end of that, right? So, don't underestimate the power of, you know, whether it's kind of jumping and then the one you brought up lastly, is a weekend, right? So, if you truly can't think of something, Gary, talk about the weekend, right? So that's I mean, that's a default rate Monday or Tuesday. How's your weekend? Do anything fun Tuesday or Thursday, or Friday weekends almost here? Any plans for the weekend? So yeah, you got a location, family, sports, weather, and weekend and all. Those are basic things you can kind of prep before the call.

Gary: So, I'll throw in a there, and it's kind of one of my personal favorites because, as you know, I like food, but I like to bring up food, you know, especially if it's a mid-day meeting, it's like, oh, what did you have for lunch? What are you having for lunch? This is what I had. It's the end of the day. Oh, you got any dinner plans? What are you guys doing? Because it's really hard to find somebody that can be grumpy about food, but even if they are, you can use that as kind of a jumping-off point of no. Oh, have you ever tried Mediterranean food? Or, you know, I had a. The nice Curry last night, and it can just create dialogue, and you're now talking about something that's not business-related, and that's where those opportunities to build rapport actually kind of come from.

Tyler: Yeah, I mean, and I think your point they're making is absolutely correct, right? Like as long as you're genuinely interested in anything, right, and that's the real key, it's a genuine, genuine interest, right? So even food or, you know, it can be anything, right? Cars, yeah. I mean, just name it as long as you're genuinely interested in that topic. It's a good jump-off for the conversation, right? And it's kind of like because again, we're talking about rapport, you know, analogous to the relationship and the good thing with any or good, you know, reminder, if any relationship, if you have to force it, that's not really a good sign, right? So, the worst thing you ever want to do is just talk to some talk about something. That either you know, nothing about or you truly don't care about, because that's just they're going to sense that if you take sports, for example, you know, you may get on the phone like talking to a partner not too long ago out of La. Right now, the big news around La is the super bowl, right? The Rams won the Super Bowl that. So, I say congrats on the Super Bowl. And they, you know, I wanted to congratulate them because they had a picture online of them wearing one of the jerseys. So, I gave congratulations. And it was, you know, very excited, yada yada. But right, it's a risk for me because I don't really know that much about football, right? So, I know enough to give the congratulations. But if they come back and start talking about players this and the other like, it is a gamble for me. So, you want to be careful that you're only talking about something that you genuinely have an interest or knowledge in. And again, like they start talking about whatever it is, if you don't know something about it, don't fake it, right? They will know that you're faking it. And if you're faking something, that's not a good start for a relationship either, right? You don't want to think somebody one thing only to find out later that there is another. So, to your point is find something you truly are genuinely interested in, right? So, my example, yeah, gave the congrats on the Super Bowl. He said something. I literally didn't know these players, but I used it to pivot into college football because he'd gone to a school that was a rival where I went to school, so I was able to pivot that over to a successful one. But again, it's only if you have a genuine interest; it can really be about anything.

Gary: Yeah, to that point, I will probably never bring up or ask anyone about college basketball. There are just way too many things going on. I've never filled out a bracket in my life. I would if somebody started talking about that. I would be like a deer in the headlights.

Tyler: Yes, I don't feel feeling. I know the feeling, but it's like you always say, right, one of your favorite expressions is, you know, nobody cares how much, you know, until they know how much you care, right? So again, that's the genuine interest in something about them or a topic. It does show through.

Gary: So, on the flip side of that, then we've all had that moment on a sales call where someone's giving you very little, or they're very guarded. What do you kind of recommend then?

Tyler: Yeah, I mean, it's honestly like my experience, it's very few and far between that you actually get somebody that just gives you nothing like, you know, like a question you ask, are there any plans for the weekend? And they say, nope, right? Just like that. All right. Like, that's pretty few and far between. I mean, as humans, we are social creatures. That's pretty, you know, that's pretty taboo. It'd just be that rude to somebody upfront. And if they are like, look, let's all be real. You can't sell everybody, right? So, you might just like you may want to do a quick qualifier two and move on with your life. But yeah, typically, you know, they at least give you something, right? So typically, they're going to say, like, no, not really, just planning on relaxing, you know, something like that, but that's something like, I'll take that right. And the key there is just to listen. I mean, again, we keep talking about this genuine sincerity authenticity, but you have to genuinely, you know, want to listen to them. And if you do, people will always give you at least some sort of window that you can use, even in that example. You know, even the example there, they say, like not really just planning on relaxing. I mean, you could say something as simple as, oh, those are some of the best weekends, right? Like you do relax, or your Netflix read books, that kind of thing, right? Or ask some other follow-up about the weekend. I mean, if they, you know, like if they do need to relax, maybe they had a busy week. If they, I don't know, right? Anyway, like, I hesitate there because even that even something as little as, oh, not really just planning on relaxing. There are so many little windows there you could take that kind of open up, right? But again, you know, rapport isn't about making that friend. So, I do want to be, you know, be mindful that I'm also showing, you know, trust and respect and all of that. And so, if they are saying, nope, I'm just relaxing, oh, your busy week. Yeah, I've been super slammed all week. Look, I also want to respect that, and I probably don't want to disregard there, you know, their time, right? If that's how they're feeling, then I can use that is simple. Build some respect and trust right there by saying, oh, no worries at all. I know how that goes. Well, let me do this. Let's jump into this, and let's see if I can get you some time back today, right? That right there, I'm going to build some goodwill with that person.

Gary: Yeah, and that could also be a building block for future conversations because, as you said, you know, rapport is something that you need to build quickly, but also through the entire process. So if you're continual, you know, being responsible and respectful to that person, you know, the next time you connect, it's like, hey, are you still slammed? Have you been able to get your head above water, or are you just treading water and you're acknowledging that you know, for lack of a better term, have compassion for the situation that they're in, and that's a huge way to build solid respect? But you said something there that kind of jumped out windows. Can you help us understand what you mean by that?

Tyler: Oh, yeah, yeah. Sorry so, yeah, very simple. As a window is just an opening, right? So, something that allows right now something that allows for you to ask more questions like a maybe deeper conversation around, so you'll have them all throughout the sales call. I mean, you're going to hear windows from the beginning of the end of the process, but it does all start during the intro while you're building rapport right again, and that all goes back into the listening. So, let's say, for example, right? So, we think about Windows. Some examples are a prospect, right? So, you asked the prospect about the weekend. So, one we've been talking about here, it's the easiest jump off. So good to use for this example here. So, you ask so any big plans for the weekend, and they respond with, yeah, actually, I'm going to a wedding. So, Gary, what's the window?

Gary: The wedding?

Tyler: The wedding. There you go, right? So that's it, right? You get to have somebody, you know, who's getting married. Where's the wedding, you know, and have a conversation from there, right? Again, somebody says, wedding. To me, I think of a million different questions and a million different paths. I can go by, and you know it, it is just a natural conversation from there. So that's it. That's a window to me. It's the opening I'm going to listen for. And then they're going to kind of go down that path.

Gary: So, is it just as simple as listening for that window and then following it up with a question?

Tyler: Yeah, good question. I mean, right? Well, I mean, yes, or no? Right? So, like, look, it all comes back to that, you know, are you genuinely interested in what they have to say? Right, so asking questions just to ask questions, no matter what it's known, where or when it's done in the sales process, that's a recipe for disaster. So, people don't feel hurt if that happens. And look, people can tell when you're being insincere or disingenuous. So, the whole point for me isn't just to go through the motions. It is to show them that I'm interested, right? That I am interested in them, and I do respect them and that I do want to, you know, ultimately help them and provide a solution, right? And the easiest way to be interesting is to be interested. And the easiest way to get respect is to show respect. So, it's. It's like they always say like we're talking before. I mean, it just keeps coming back to that is like no one cares how much, you know, until they know how much you care. And you really do have to remember that during this rapport is that it's not about you flexing your muscle, not about, oh yeah, I've been there, and I've heard it a million times where you know, somebody talks about, oh yeah, no, I'm from this like, oh yeah, I've been there. It was awful. I hate this, and I didn't like it. Like, what are you doing? Do you know what I mean? Right? Like, you know, it's not about you. It is about them throughout the entire process.

Gary: So, this is all, you know, really good advice and everything. But you know, this is a fun one. What do you do when there are multiple people on a call?

Tyler: Oh, panic frees up. I, for a moment, do not ideally look like. Ideally speaking, you want to work the room, right? So, we've all seen comedians like professional speakers. It's an act like really, really work that room. But that can be pretty tricky, right? Like meaning, you want to engage with each person in a meaningful way. But that's really hard to do, and especially if you're just kind of starting out, right? If you're just started learning the basics of rapport building, jump into a call. So, my advice is there're just learning how you're working on the report and just picking one person, right? So, pick one person early on and direct your conversation, at least at first towards them. Right, this is typically easy to do, as a rule, you know, like so we're jumping on a Teams meeting, or you're jumping on a Zoom meeting or, you know, whatever form you're using, right? So, you jump on this typically going to be one person that kind of stands out, right? Or maybe they come into the call early. Maybe they're a bit more verbose like this is a huge leg up. So, you want to watch that and just basically pick them out and get a one-on-one moment and build rapport. Right, so if you do that, if I kind of like, oh, how is your weekend, Gary? Right before everybody else kind of joins in and we start building, what's going to happen is that conversation should grow from there. So, I basically point the initial conversation at the one person, and I'm kind of letting other people chime in. And often, you know, companies, they're going to have their own clicks, and they're going to have their culture. And you can sort of pick up on this, and you're just sort of orchestrating a bit of banter again, like, you know, over time, those skillsets develop a bit more, but early on, just pick a person to start that conversation, and you're hoping that the company culture and again if the people on the call aren't getting along, your stylist at trouble. Those kinds of cultures don't tend to move forward. Typically, in the sales process, they're really difficult. But typically, you're going to find people have their own company culture, their own click and buy you kind of engaging with one person. The rest will actually sort of follow-on top of that.

Gary: Yeah, and it always has kind of traditionally been difficult, you know, in an inside sales role where you're on calls, you know, phone calls. But I think with actually the advent of video; it's really helped in a lot of instances because now you can actually see the person. You can then potentially engage with whoever's you know, focused on your content the most. Or maybe it's somebody that's, you know, drastically scribbling notes on something that you say, and you can use that as key off points to kind of, again, focus on that one individual in the call. That's but, yeah, so, you know, what are some other things someone can do to build rapport quickly?

Tyler: I guess a couple of things like, you know, first and foremost, show up to the meeting early. Right, if you're, you know, if you're on time, you're late. Right, so I don't care if they're late, and you get to find that a lot of right prospects, especially in the sales environment, they're going to show up late. They're going to oh, sorry, I have this run over blah blah blah. And I don't care if they can't manage their calendar. You have to demonstrate you can manage yours, right? And five minutes is plenty early. You know, just show them you're a pro. And again, you can manage your calendar if you have a meeting beforehand. I really don't care. It's your job to get out of that meeting and get on to the next on time. That's just common etiquette, in my opinion. I would say, and I think some people, you know if you truly are uncomfortable or truly have fatigue, don't. But I do personally believe turning on your camera when you're doing the Zoom teams, Google me, or whatever. I know a lot of people do have the fatigue around this, but I do think it's important that people be able to see you. I mean, this was what I'd done outside and inside sales. Hands down outside sales. It's just a bit easier. You've got a real human connection there. Insight was always challenging because you just have that phone, you just hang up. Although I do think we should bring in the hang-up now. Just be flipping down your laptop either way.

Gary: All right. I totally think the back of the, you know, saying a second ago, I think the videos have helped us as salespeople. Yeah, that was one of the hardest things when I first started, you know, inside phone sales. I'm not going to say how many years ago, 15 it was conveying that excitement, and you had to like, be so loud, so rambunctious just to even have a fraction of that be conveyed through the telephone line. Now I can wave my hands, I can be all over the place in a video and actually make that connection with someone, and they can connect with me. And I felt I've built some of the stronger relationships in my career through video chat.

Tyler: No 100% And, you know, and I don't think they have to turn theirs on, right? That's their choice. But yes, I 100% agree with you. I do think from an inside sales rep's position, have that camera on which kind of leads into one of those things I was thinking there, which is like dressing sharp, right? Like, look like it or not, your clothes. They do communicate volumes about who you are as a person, right? There's a really good bit by Tom, papa or like, you know, people like they made choices. They put stuff back. Do you know what I'm saying? Like, so it's not. And it's not like, look, this isn't a fashion show. It's not what they care about fashion, but it is more about what you're communicating, you know, even if it's unintentional or unconsciously through those choices. So, you know, the way I've always said it kind of coaching sales reps, right, is like, look, the actor in the right costume, right moves and speaks differently, portrays it better, right? We are the same as salespeople. Your clothes do tell a story. So, if you want to show that your work is clean, sharp, and to the point, I do think you need to dress sharp and, well, press clothes as well, right? And then I think lastly, maybe here is a smile. So, the other thing I think of, you know, I'm thinking back to the funny. I was thinking back to some of just the was kind of when I was an outside sale, some of the advice I'd get on greeting customers or prospects. But even when I moved inside, sales and smiling was a big one, right? So, it can never be overstated. I think how important a smile is. So, people associate happiness with success and likability, right? People can hear that in your voice and when they see you smile, especially when we're on camera, right? When they see you smile, they immediately do associate you, you know, with being happy and therefore successful, et cetera, right? I do think that's kind of an immediate advantage when trying to build rapport.

Gary: It's kind of the opposite of what happened the other night when we went out for dinner. You know, the waitress walked up, and she wasn't frowning by any means, but she kind of looked like that straight face emoji. Just can I take your order and like, you know, our group walked in and we, you know, it's our group. And so, you know, it kind of was just like. Killed the mood a little bit. Now, obviously, we didn't let it last that long, and we had her dying and chuckling, you know? You know, five minutes into seating us, but. It's very it's crazy how quickly even something like that can impact a situation.

Tyler: Yeah, anybody who's ever been like a really nice restaurant or whatever they know this is a different experience. So, servers, move, communicate differently. And you know, as a server, like for every one customer, you may lose because, oh, you're a little over the top. Maybe you tell these jokes or whatever. Oh, I don't need that kind of stuff. Everyone you lose or tip, you may get diminished, I should say because of it. You'll get 20 people that give you bigger tips. So, yeah, absolutely. I'm yeah, I'm a big fan of the, you know, bring that personality immediately.

Gary: So, I guess to kind of wrap things up any last points that you'd like to make?

Tyler: Well, yeah, it has been almost a half hour. Yeah, I think the last thing is, and I was kind of thinking of it there, what you're saying, that example is that. You do want to remember that the person you are speaking to is a person. Right, and I mean that like this is a good place to just, I guess, take a moment and remind everyone that we are not in the sales business, right? It's just not the sales business. It is the people's business. You are never talking to Amazon or Microsoft or, you know, Betty's clothing, apparel, or Bob's Burgers. Great show, by the way, right? Like, you're not talking to those businesses, right? You were talking to a person, right? You want to respect that person. Listen to their vocabulary. Use it near it. If they have pronouns posted online, use them. You know, it's easy to get ahead of your skis and look ahead. Next step, right? Who's my gm? What obstacles am I going to face here? But, you know, try and be in the moment and connect with the person you're speaking to. So, at the end of the day, that is to me, what rapport can we say earlier, but what rapport truly is? It's connecting with somebody once you've made that connection. I promise you. I mean, the rest will kind of take care of itself.

Gary: All great things and, you know, really appreciate you taking the time here on this terrific taco Tuesday, which is what I'm having for dinner, by the way, going back to food. My favorite topic. That's why we're only viewing this part of me as well. But yeah, I really appreciate you jumping on here with us today. You had a couple of final things for everyone that joined us here today. You know, I know we've been talking about rapport and relationships. If you'd like to see it in action and, you know, build a relationship with someone on our team. We've got this offer up here. Happy to run you guys through a demonstration of our software. Give you a two-week free trial. No catch, no commitment. We're not asking for credit cards or anything like that. And basically, what we'll be able to do is you'll be able to see the exact businesses that are hitting your website off the back, your marketing efforts. So, yeah, if you're interested in taking that, well, we have a poll here that you can answer very easily. To give everyone a couple of seconds to choose, yes, because that's the only appropriate answer, obviously when.

Tyler: Fair enough opportunities at the moment to the hordes too busy shouldn't be in salespersons vocabulary.

Gary: Hi, more salespeople. And if you'd like to connect with Tyler myself, we'll throw up our LinkedIn profiles here on the screen. And I appreciate everyone's time today and wish you all a fantastic rest of the week.

Tyler: Thank you, everybody, Gary; thank you very much for hosting this. Thanks, everybody, for joining us.