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[Music] good morning everybody and thank you for joining me for another then he would meet me after class moment hey did you ever find that your cell cycle is getting longer and longer or you dont have control over it or maybe you show up for meetings and you thought you had a certain amount of time your prospect thought you had a different amount of time maybe youre expecting a decision at the end of the meeting and your prospect said hey you know what let me think this over and get back to you so let me share with you a tool that we use its a notice actually the second compartment of our Sandler selling submarine the second part of our selling system which is the upfront contract so what we want to do is when we show up for meeting we want to say hey I appreciate it thank you for inviting me in hey by the way are we okay on time a few weeks ago we set the meeting we agreed to an hour still have the hour we still okay with that next we want to talk about the objective the objectiv