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all right welcome to another episode of closers or losers today Im going to do something different that we dont do a lot today Im going to give you about a 20 minute training on a couple different subjects to help you some more matte spending some family time with his family today hes not even in the Australian office hes just chilling at home I was like look lets not do a podcast delay let me go in there let me find some comments that people are making on some of our podcast posts like I need help with this how do you do this how do you do that and Im going to do like a 15 20 25 minute training on a couple of those subjects so how many of you heres what were going to start with today how many of you lose sales when you get to the end of your sales call sales appointment maybe your sales process if you sell B2B and its more of a complex sound environment and the prospect says hey can you can you just send me some references like can you just send me some references you send