is it this, is it that, is it the next thing until they're prepared to tell you what it is, that's the way you ask them, cos they'll no volunteer what it is, cos what you're looking for is a final objection for them, right  now you say oh that's a load of rubbish that does nay what, but how can you sit and study that and you learn how to use it customers, right, on the objection which is the hardest objection for any sales person to deal with, you know yourself