the main questions you ask, the more he'll believe, he don't ask, it's, it's, it's all about, this is what i'm saying about erm reacting, eh  when basically what you would is you'd make a statement, tell him something and then ask him a question, which is what you did anyway, but i don't know if you're always aware of what you're doing, you're doing, you do it naturally, selling is about making statements and then asking questions, you do it when you telephone customers all the time