Mm.

But soft closing is essentially any sort of close that makes it a little bit soft, a little bit contingent.

So I would say something like, "If we were to even set something up, would you want to do this package or this package? Would you want to do the calls on this day or this day? What would be a priority for you if you were to be in the program? What would be your commitment level if you were to join the program?" So it's, you can kinda tell where somebody's at before you hard close them, rather than just going in for the close, and you tell that based off of their responses.

So they can respond one of two ways.

Number one is, "Yeah, I would definitely wanna do, like, the whole thing," or they could say, like, "If we were going to do it, then I would wanna do this."

Mm.

So most sales reps, they'll go, "Oh, well, why should I go with you guys?" And they'll go, "Oh, because we have this, we have this, we have this.

We're the best.