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letamp;#39;s go ahead and jump right into this guyamp;#39;s so first before we do I think itamp;#39;s a good idea to recap what we did last week I mean last week there was a lot of good information we learned how to effectively ask the right questions in the fact-finding section to identify our customers needs Iamp;#39;m really hoping that the good majority of you are really working towards identifying your customers needs in the FAQ fine itamp;#39;s very very important uh we learned that itamp;#39;s important to bring the customers guard down in the fact-finding section before attempting to uncover what their need is in other words you donamp;#39;t want to jump right into the FAQ find and ask them you know why is this important to you thatamp;#39;s not going to work first you of course got to bring their guard down we also learned that an enthusiastic tone in the fact find section is just as important as the questions you are asking without the proper tonal patterns your quest