Why would I want to water a rose when I've got a full bloom on it and say, oh, let's water it some more; why would I do that? Because it would be a smart thing to do, would you agree, to continue to grow? If you're selling and you're doing well, the smart thing to do is like let me throw water, fuel, food; let me throw something at my customers to keep their attention. So that's what I want to talk to you about today, like sales, and I want to talk about the concept of dominating your sector, not competing in it. I'm not interested in competition. How many of you have been taught competition is a healthy thing? How many of you were taught that? For who? It's only healthy for a consumer… Always bring the buyer to a proposal. There's a major, major mistake of selling. People don't bring people to proposals. They don't bring them all the way to a proposal, okay. They talk, they sell, they pitch, they show the product, and then they don't say, "Come on inside. Let me get you some numbers." We just did a mystery shop program for a company that's got, you know, they've got probably 6,000 locations around the United States. We shopped 500 of them. We went into their company under camera, recorded it, and said, "Hey, this is the experience that we had in these companies." Seventy percent of the places that we visited, recorded on camera, the salesperson was nice, presented us the product, and never presented us a proposal. How can you close a transaction without a proposal? It's impossible. A proposal is a contract, okay, not a blank sheet of paper. This is what we do. This is the price. These are the payments. This is the terms. This is the conditions. If the client's not ready for that yet, what should you do? Offer terms. This is the price. This is the terms. These are the payments, okay. "We're not going to buy it for three months." "We're not buying it for three years." This is the price. This is the terms. Dude, you want to present a proposal every time, every buyer, no matter what. "We're going to 16 other places when we leave here." Excellent, this is our price. This is our terms. This is our proposal. Why? Because some people might become buyers out of that. "Let me see that again. Whoa, let's see. You got any room right here?" You with me? I want to be in the game. I did a presentation at Smart Info Group. They said, "How much is your product?" Literally, the price was out of my mouth in fractions of a second. "It's this much money times this many places times this many months. It requires this commitment, okay." It's out that quick. Why would I? The only reason you wouldn't want to bring price up is because you're not feeling