That is really-

It, it, it, it, so, so let, th- there's a reason why I bring this up, because early on in my career, I got caught in this price game.

I got caught in, "Your price is too high.

Lower your price," all that.

I w- I was sensitive to it.

I'm a, I was, I still am to this day, a highly relational seller.

I, I just wanted my customers to be happy, and in doing so, I sacrificed a lot because I was of that opinion if I match price or I lower price, then everything's all gonna be well.

Sure.

Uh, and I, when you're doing that, that's where the trust starts getting built and you, you really start listening and intuiting and, and understanding

people.

Yeah.

You, you know, what's, what's interesting.

Um, If there's one thing I do know, there's a lack of trust, not only inside the business world, there's just a lack of trust in humanity.

And so if we hone in on and make this just business-centric for a second, there's rampant skepticism.

People's BS meters are at an all-time high.

What are you looking for in that sales professional when you go out there and you start looking for that first sales professional?