The Best Sales Technique-Talk Less Listen More

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How often do you avoid a sales call with a client because you are afraid you won't have the right answers? Even if you think you know the answer, you should never assume. Ask more questions. In this clip, Chris shows that often, clients aren't looking for the right answers but instead need help developing the right questions to discover the answers for themselves.
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Priscilla Blanchot - Designer / priscilla.blanchot
Henry Kaminski Jr. - Founder of Unique Designz Media uniquedesignz....
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This an After Hours from a meet up with our Pro Group Community.
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Host- Chris Do
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Опубликовано:

29 сен 2024

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Комментарии : 241

@thefutur 4 года назад

Need new design assets for your next project? Check out the sponsor of this episode Vexels and save 35% off their subscription: bit.ly/Vexels-For-Designers

@goodnessonyediofodile 4 года назад

What if they don't know what they want as a client... And I very much think it differs too, there are clients that if you just do that, the listen techniques, they will assume you don't know the job or you don't have the skills to handle what they want, they will develop doubt, so how can this be avoided or dealt with...

@brantleycristian8088 3 года назад

Instablaster.

@dallasdesigner300 4 года назад

I've been telling my clients for years, "It doesn't matter whether you go with me or not, I want you to leave this conversation educated." They usually go with me because I value their business over mine…if they can afford me.

@dashactivateonline 4 года назад

That is SOLID! Right on Cecil! 🙌🏽

@amandalinder1135 Год назад

Yes! I just want them to hire a high quality/high value contractor. It hurts if they go with someone else, but that sting is magnified if they made an inferior choice.

@intima.kreativa Год назад

But what about those clients who are actually window shopping? They compare prices/budgets? It is frustrating sometimes knowing that we have put value and try to understand their needs and educate them only in the end they go with the other agency who is, budget wise, cheaper.

@Sean-me4fv Год назад

As a client, instead of the word "educated" I would prefer to hear you say "feeling knowledgeable and informed".

@3dduff 4 года назад

Yes. Guilty. I know I sometimes get swept away in the moment and want to tell the client/studio all the great ideas I have at that moment. But as you are pointing out...I am not LISTENING. I am making the situation about myself. This is great advise. THANK YOU.

@MohammedHassan-mx2qq 4 года назад

To the Pro Members, if you want evidence that what Chris is saying is true, look at The Futur. It has become so successful over the years (and you even pay for it) purely because he asks us the designers about what we need and want and face. The content is perfectly crafted and tailored to our needs. He has understood it so well which is what makes us keep coming back. Put that concept in the context of the video above. Again keep up the good work guys!

@kartik0016 3 года назад

Can we PLEASEEE have the Chris Do "Death Eyes" poster? Lot of value in that poster!

@thefutur 3 года назад

Haha

@CabinetFramingUK 3 года назад

No really. We'd buy that

@HanselHessUnfiltered 3 года назад

Yeah me took

@aleksandarmacev 4 года назад

Chris, I have a question... You always say to get paid upfront. What if I want to fire my client? Do I give back the money because I did not give them anything? I don't get it...

@RahulSulegaokar 4 года назад

Why will you fire your client?

@aleksandarmacev 4 года назад

@@RahulSulegaokar Because I don't like the way they treat me.

@negative42 4 года назад

Depends on the timing, u could have milestones with payments in your proposal. Something like this: Logo 10k Package design 10k Now when u haven't done anything yes, give back all the money. But if u have made the logo u should keep the 10k. Sometimes giving back all the money is worth it, it can save u a lot of time and stress. Hope that made sense.

@cruztube23 4 года назад

Put yourself in their position. You paid someone upfront and that person suddenly won't work with you. OF COURSE you want your money back. That' normal. This is what you should say: "I'm thankful for your trust to help you on that project, but I gotta say sorry because I won't be able to work on it. I'll transfer your money back by tomorrow". Be kind to them despite they've treated you poorly. They could've worked with any designer but chose you, so be thankful. By departing with them try to keep a good communication and relationship. If you get into a fight they won't recommend you to other firms, believe that. They'll ask you what happened... don't try to explain anything because you'll get emotional and soon be angry. Just say that you haven't enough time and therefore want to be responsible, by respecting their urge and deadines. Offer them help by recommending someone else (but be VERY careful who you recommend). If they agree, give them the new designer's contact, tell him what price he can charge them, tell him/her to raise that price by 20% (which they'll pay you for that recommendation). Voila. With all of this: you'll stay in a normal relationship with your client, they'll respect your "honesty", professionalism and recommendation, plus you'll make money on them without doing anything.

@aleksandarmacev 4 года назад

@@cruztube23 thank you for your answer! It is really helping!

@nubybeats8130 3 года назад

The gogiver

@TheIvanMad 4 года назад

I've been practising more listening for a couple months and boy I have closed more sales, this totally works!

@thefutur 4 года назад

Awesome!!

@michaelmatzat1099 4 года назад

These pro group videos are just completely insane in value.

@kadiatououattara3478 3 года назад

period

@asdfgoogle 3 года назад

Yeah. They're free. The value of ridiculous 😂

@adventure-007 4 года назад

This is a life advice: Don't assume!

@ralphwarom2514 4 года назад

Please do this. I honestly feel like sometimes when I hire someone to design all that they want to do is jump into the work. I feel like going slower is more important. I want to give this video a big thumbs up.

@kaaacper297 3 года назад

So true 😅

@sandovalsolutions 4 года назад

"....What compels you to open your mouth?" G.O.A.T. level sh*t. Love you Chris! As the questions continued Chris further uncovers.

@sandovalsolutions 4 года назад

"One Mississippi..." Loved this one. Stay safe people!!

@barbiefigueroa 2 года назад

LOVE. This is GOLD. Stop Selling. Start Closing. Ask Better Questions, Get Better Answers. Stop Jumping in and Guessing and Just LISTEN. We Care about THEM More than the Money We Will Make = More Sales. Just affirmed what's worked for me. But the Way He Explains it is just Magical it registers deeply.

@thefutur 2 года назад

Thank you 🙏

@buddyrichable1 3 года назад

This is great ‘life’ advice. Most of us, as Chris said, want validation, and to show how smart we are, thinking of the next thing to say instead of listening. When you really focus and genuinely listen to another person, it validates ‘them’, and they feel it.

@pamelah6431 3 года назад

When I was shopping for a truck, the man who finally got the sale was the first person to LISTEN - not just listen, but TOOK NOTES. He then said, "Wait here." Showed up with my truck. Handed them to me & said "Take your time." Didn't insist on riding along, telling me where to turn, asking if I liked the ignition display.... He sold me what I wanted. I recommended him to my parents for their next vehicle & have been telling people about that experience for 5 years now. It was impressive.

@NARUHOTEL 4 года назад

What compels you to open your mouth? Damn. lol

@darylcaberte 4 года назад

That was beautiful

@Martinit0 4 года назад

..and then Matthew barges in and makes it a cliffhanger. I was like "Nooooooo, don't cut off The Do"

@AlexMcDaniels 4 года назад

I can't articulate how good this piece is. So much Wisdom in a few minutes, i definitely need to dissect this a lot and take action accordingly

@dawnbloxham4701 4 года назад

This reminds me of the book Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss. Listen, never assume, and let them think they conclusion or solution. I personally feel the the number one thing clients want is to be understood. This is achieved by asking questions.

@Hugo-rq3fi 4 года назад

2:15 someone watched Matthew's video on composition before doing that haha Great video, keep it coming!

@nextstep7034 4 года назад

Yes I did ;)

@barboncino_III Год назад

I love the transparency of information in the conversation. No sugar coating, just straight to the point respectfully.

@danielmasoomi5794 4 года назад

I love the Future and Chris Do, however other people in this room are producing far to much ego it was hard for me to watch

@thefutur 4 года назад

Daniel, it's okay for us to learn together in public. without their participation and vulnerability, we wouldn't have anything to talk about.

@danielmasoomi5794 4 года назад

The Futur I love this point of view and I love everything about this channel, It’s teachings and everyone involved in it. I just find a few people in this particular video to keen to hear their own voice and thats really off putting. It become more about them and their ego rather than the original question. Thats why we are so lucky to have Chris and the team to show us the way

@alfonsodacullo3040 4 года назад

@@thefutur big ego is no good.

@NgeeKey 4 года назад

@@thefutur I do agree with you Chris, it's all about learning together. Thanks again for this sharing :)

@ahnjitheillustrator8172 4 года назад

Watching this again before the meeting with a client tomorrow afternoon. Listen to the client, ask more questions, get more informations from the client, don't cut off, frame what they want to what I want....Voila!

@thefutur 4 года назад

good luck

@ahnjitheillustrator8172 4 года назад

@@thefutur Thank you always for the good contents!😍😉

@virakchhang 2 года назад

I noticed there are so many people in this room that is waiting for their turn to talk during a lesson on how to listen.

@EPHONIC 4 года назад

Great advice. Need to listen and ask relevant, non-filler questions. Two ears, one mouth for a good reason.

@businesswealthstory 3 года назад

I love Grant Cardone, but man, this guy breaks it down so well. This channel is so helpful!!

@thefutur 3 года назад

Thank you 🙏

@amyrawiththey5661 4 года назад

This is amazing. It really sums up what usually happens in a lot of the meetings I have as a creative vendor with so many clients. I am from Libya, a country in North Africa, and I can tell you that it is no different here! So I guess these are somewhat universal issues, we all suffer. I need to practice listening more.

@victorlee7355 4 года назад

This nature of not assuming seems to contradict your other video "Be the first to say what your client is thinking." I'm no Chris Do, but I did give this some thought and your feedback would be greatly appreciated. So help me understand, are you articulating if the premise is to find a solution, let the client speak the answer first; but if the premise is to curb an objection (as in the other video), the closer should speak first?

@thefutur 4 года назад

You have to understand the context of each video. Be the first to raise objections with clients. That’s different than learning to understand the problem.

@Webdogg 4 года назад

Man! I need to listen more and learn how to ask the right questions. Thanks for this awesome lesson!

@luciaregules9270 4 года назад

Is Chris sick? Take care, sir! THANK YOU FOR THIS VALUABLE CONTENT

@thefutur 4 года назад

I was during this taping. my throat was wrecked.

@EganFilm 2 года назад

I realize this video is old but I got a ton of value from it - thank you.

@UniquedesignzNetHMKGroup 4 года назад

This was such a great learning lesson for me. I’m so grateful for that experience

@thefutur 4 года назад

Thanks for your participation

@RyanHoltz Год назад

You are everywhere Henry!

@UniquedesignzNetHMKGroup Год назад

@@RyanHoltz hahahan ya can’t get away from me! 🤣🤣🤣 Hope all is well stud!

@yashbutno 4 года назад

Gold 🧡

@atommindproject9060 4 года назад

I never use the term "golden nuggets", but maaaan... ain't that a "Freaking huge Gold MINE"!!!!! Wow! Now, I'm new to sales, but my work is mind programming... this is legit, it is "The Key"! One that also opens doors in other areas - all connected with communication (including your own Mind, Body, Souls, Spirit,Intuition and Life itself). :) Amazing! Simply put - brilliant video. Thank you, Chris and The Futur for yet another wonderful experience of learning and beautiful natural human interaction. :) #knowledge #realization #LevelUp #TheRulesOfTheGame

@thefutur 4 года назад

Appreciate it!

@djjiang3718 2 года назад

Thank you Chris for another piece of gold advice, and my question is I am a good listener, but how to ask high-value questions?

@thefutur 2 года назад

Read the coaching habit.

@andrewhersh4040 4 года назад

I made Mo's face before Mo made Mo's face.

@andrewhersh4040 4 года назад

@UC6VwaqbW7bNYs_oEqB2NUbQ It was a total punch in the gut and I spent the entire commercial in stunned silence reliving basically every single time I've ever interrupted somebody, realizing why I did it. I hope all those poor people felt my intense cringe-induced silent apology.

@BryanButlerArt 4 года назад

fantastic content. Learned a lot

@dashactivateonline 4 года назад

Nice one Chris Do! We loved this analogy "They are the lion, you are the sheep" on respecting your client's work history and how to best help them. The empathy and humble mindset first are truly so valuable for anyone to put into practice!💪🏽

@waeez1799 4 года назад

Chris is so smooth man I'm lovin it and of course, it's hard to give advice that one can really apply.

@gzipper33 4 года назад

Aren't gatherings suppose to be under ten people?

@thefutur 4 года назад

this was over 1 month ago.

@derekreed5989 3 года назад

Holding and controlling your tongue is Biblical (James 3). It’s also Law 4 of the 48 Laws of Power.

@thefutur 3 года назад

I have the book and like what I'm reading so far.

@negative42 4 года назад

Great video, seems like you are losing your voice or is that just me...? Take care of yourself Chris!

@Evelyn_CGI 4 года назад

I'm thinking the same

@thefutur 4 года назад

I was recovering from a cold.

@negative42 4 года назад

@@thefutur Aha, hope u r better now!

@Evelyn_CGI 4 года назад

@@thefutur no wonder. But you still sound cool hahaha

@BlackBoxStudiosGh Год назад

I wish i heard this before meeting all these clients throughout my years. 😅

@graphiczonestudio Год назад

I love that ' What compels you to open your mouth' Moment.

@tedereTSSK 4 месяца назад

The one thing I learn time and again is: ask questions.

@marycaroline9808 4 года назад

Very insightful. But i need more exposure of what kind of questions or example of questions that will drive the clients to answer more with our deep and smart questions? I think its also important for us to also learn about critical thinking

@HeavyK. 3 года назад

This desire to speak takes over our meetings at my place of employment. I have found that the higher the meeting, the more the participants exude heated desire to speak. And not only speak, but to speak first, loud, and fast. In fact, these tactics are rewarded. Sometimes a contributor gets more attention at the moment and gets more chances to shine and outshine others at the table. If it's one-on-one with a client, the dynamic is quite different. In this video ... even CHRIS DO loses his patients and almost tells everyone to shut up. This is an extremely important video.

@thesunilvarma 4 года назад

Every Time I Watch Chris's Videos You Know What i get 100X more Value than any other similar topic videos on RU-vid ! ❤️️ YOU AND ❤️️ YOUR'S VIDEOS AND KEEP IT UP !

@thefutur 4 года назад

Thanks

@felixquansah5214 4 года назад

wow.......this was extremely valuable!!!

@jesse_sweed 3 года назад

It's amazing how I needed to hear this right now. Thanks, guys

@Squagem 4 года назад

But what do you do when prospects ramble incoherently to answer your questions? How do you interrupt them tactfully? That can REALLY get in the way of the clarity you're trying to achieve.

@thefutur 4 года назад

you raise your hand to gesture that you'd like to speak. then you ask a very good question to direct the conversation.

@Squagem 4 года назад

Yeah that's a good call, though all my sales calls are audio only. I have a real hard time interjecting because on one hand I know it's a rapport break, but on the other hand if we don't get that clarity the prospect can feel like we're not listening/ wasting their time. I feel like I need 3 hours with these guys sometimes!

@alexs8312 Год назад

I had to learn the power of silence the hard way. Lost a $40 million potential client because I connected the prospect to one of our top sales reps who wanted to fly the client to NY to meet with our leadership team. Up to that point the call was going really well. then she asked the question and went silent. My insecurity led me to speak about 20 seconds into the silence. Client then asked to send him a brochure and we never got another shot. I could literally feel her saying "STFU stupid" while I was talking. One of the most expensive lessons I ever learned, but the catalyst for learning the value of silence.

@Karina-l7u Месяц назад

Brilliant 🤩 this is so incredibly deeeep and valuable!! The lesson! I’m more like that guy who can’t shut up!!!! And just watching this is painful….. in a way that I get it now!! I see how it looks like from outside!! I need to watch this a million times times.

@John-Adams-Can Год назад

I have to tell my wife this constantly: you learn more with your ears than your mouth.

@thefutur Год назад

I bet that gets you in trouble.

@MondoVideos 2 года назад

The music helps me listen and slow it down, excellent material here! "Don't put seagulls into others' pictures" as David Sandler used to teach.

@HeavyK. 3 года назад

9:13 Serendipitous: I just read page 108 and 109 of "Pocket Full Of Do". And it says "Amateurs Prescribe ... Experts Diagnose."

@darylcaberte 4 года назад

Do you think you guys could get an affiliate link for domestika? seems like that site has some good gd courses, but haven't explored it fully yet.

@thefutur 4 года назад

is it a benefit to you if we do?

@darylcaberte 4 года назад

@@thefutur For me yes!! I actually just bought a course there by Sagi Haviv.. Maybe if enough of your audience feels the same way about domestika ya'll can get that link.. Work your magic fam!

@solomonmash 3 года назад

How does this video have only 31k views 🤷🏿‍♂️

@thefutur 3 года назад

people don't want to listen?

@MirdjanHyle 4 года назад

This is what I call " Big Dog Energy". I call it also in another way, but Big Dog works as well hahaha

@thefutur 4 года назад

Haha. I think I know what you mean. (Aka Richárd)

@ArguzB760 Год назад

Proverbs 14:3 Proud fools talk too much; the words of the wise protect them. Proverbs 17:28 Even fools are thought wise if they keep silent, and discerning if they hold their tongues.

@fariszengi 4 года назад

I always stuck with "can you considered lower your price?" It hurt my feeling and turn down the job. I still can not get the right answer for that question

@chriswilcox8977 4 года назад

Chris has some videos on this one...as does Dan Lok - worth hunting out :)

@kelvinahkian6389 3 года назад

This is the kind of video that I need to watch once in a while. To remind me that less usually is more.

@Sean-me4fv Год назад

My tips are to take the client on a gently journey toward a sale: Keep signposting that we are getting closer to a sale. Aim to obtain commitment, even if it is a small commitment first such as being willing to listen to me talk about a new product, then willingness to have a trial or demo of the product, then willing to purchase with a money-back guarantee. Find out which problem you are solving for the client. Ask them how that problem makes them feel, by giving suggestions. "That must be frustrating for you?" "That must make things really difficult?" "You must be really tired at the end of the day?" When they respond affirmatively, let them know "You won't have to feel like that any more, because this new product is going to resolve that issue". The key thing is to focus on solving the client's feeling of frustration, exhaustion, difficulty, etc, rather than just the core problem.

@JTTechie 3 года назад

Another piece of gold!

@leonmcguire1325 3 года назад

Is it me , or does this guy complicate everything. Damn. Qualify your customer and give him the goods. It's not rocket science. "Say less" Iv never heard someone talk so much without actually saying anything productive.

@user-dl3he6iq19wk 4 года назад

Damn, I'm worrying about the health of the voice of the keynote speaker.

@thefutur 4 года назад

I was getting over a cold at that point. better now.

@ThePaintitblak 4 года назад

wonderful insights 👍

@MrSzwarz 4 месяца назад

We all know that is is not true. Lying is and pretending is the rule in any business. Tha'ts why we hate out clients, and our job. Simple.

@jameygannon1973 4 года назад

i am absolutely terrible at cutting people off! this was a great reminder for a few calls i have coming up. thank you chris!

@ErDige Год назад

Well: Proverbs 17:28 Even a fool who keeps silent is considered wise; when he closes his lips, he is deemed intelligent.

@brycehughes4586 Год назад

Don't cut off the client.... Proceeds to cut off everyone in the conversation :D My man is a LION of an introvert!

@theCreativeSav 4 года назад

So Chris casted a no-speaking spell on Mo. LoL

@thefutur 4 года назад

yes 🧙🏼‍♂️

@thedesignergamer Год назад

Just listen, be honest, and put the client's best interest on top. Then you'll get business. And business makes money (not a paycheck).

@pauletteb.9652 2 года назад

Value...pure value.

@SamikshaR28 10 месяцев назад

I learnt here...Be silent and Understand. When you stop selling you start Closing

@uncleanAlibertine1 Год назад

this is gold!

@vesebeteg1 4 года назад

7:29 You're desperate to prove you know what they're gonna say. Why would you do that.

@southallsikhfunerals Год назад

Amazing, I’m a chatterbox but just by watching this video I’ve realised to listen, asks questions and then answer. Thank you 🙏

@thefutur Год назад

Glad it was helpful!

@vnrjn8 9 месяцев назад

This has quickly become my favorite RU-vid site. Chris is dropping astoundingly productive insights to anyone who is passionate about design. It's a rare combination of conceptual and aesthetic refinement to go along with practical measures one can take into the world of brass tacks and bottom lines to help one thrive. Wish I had come across this years ago.

@thefutur 9 месяцев назад

Thank you. 🙏

@masonh9028 4 года назад

At this time with Covid halting all clients, what are some things branding agencies can do to get through this?

@DaWud-fd1dd 6 месяцев назад

sauce

@mwapekasokota4737 Год назад

Suppose what the prospect wants will cost him/her a lot than what he/she can spend, what advice can you give to the prospect?

@kenSolomon-x1f Год назад

How do you use this for a restaurant business when you’re not,offering personal service

@bharatapat 3 года назад

Ok, this is great but why is everyone wearing black?

@atngaming2019 Год назад

This is so good, can you do more of these type of videos

@thefutur Год назад

Thank you

@skylerruin 3 года назад

The hats he wears are unoriginal and lame. "Raw" He's trying too hard.

@animelord3793 4 года назад

@miguelcarvalho4942 3 года назад

Stop Selling. Start closing! Thank you!

@mae2309 4 года назад

Were this taken place a while back? I want to assumed. I mean, aren't you guys supposed to be on quarantine?? Stayin n stay safe

@thefutur 4 года назад

this happened in Feb

@mario_vicente 3 года назад

How to serve a client better? Many of them will be very happy you do all for free.

@AleksandraSavic21 2 года назад

I like how you rephrased the question Chris 🙌🙌

@rodrigoenriquepizarrodyer8049 4 года назад

Amazing content guys! Thank you!

@caqol 3 года назад

Agreed. CONTEXT. very important. While people are wanting to learn sales and making money. Yet still so many without food or even a cellphone.

@caqol 3 года назад

However, I am so guilty of not letting others perhaps finishing. I had to learn to listen more.

@tellme238 4 года назад

I needed this video "slow down" 👍 Thanks

@SOUTHNEK 4 года назад

So incredibly true and I believe the personality trait is genetic as well. If you look at your behavior to cut people off, you have someone very close in your family tree that does the same thing - usually Mom or Dad. Then it gets exacerbated by surrounding yourself with others that do the same. I also believe the trait is directly linked to a short attention span (ADD, ADHD, etc) - The feeling to say something before you forget is overwhelming, so you just, involuntarily, cut them off.

@The_Idea_of_Dream_Vision 4 года назад

is there link to the full video

@thefutur 4 года назад

It’s not available.

@carolinele526 4 года назад

ya'll need to do a video on social awareness. this was spot on

@robdinning 4 года назад

The content and cameos just keep getting better!!

@joeldcanfield_spinhead 4 года назад

For years, I coached small business owners by asking them enough questions so they'd come up with the answer they already knew. And all of them, ALL of them, said "Why should I pay you anything? I came up with the answer myself." (Yeah, lots of work-for-experience-and-testimonials going on there, another mistake.) By the time I learned to make my process obvious (in that a, it WAS a process, and b, it was ME) I'd become so frustrated at people who couldn't see what I was doing for them that I moved on and started writing books instead. Every time I listen to Chris I think, yeah, yeah, that's what I did, that's how you do it, and I'm 49% delighted to have all my years of work and frustration validated, and 51% miffed that I never found the key to making it work.

@joeldcanfield_spinhead 4 года назад

@@moondroo This was me trying to start a consultancy, working free for the testimonials. Most of these folks ended up making more money than me. I went back to web design and started writing novels.

@joeldcanfield_spinhead 4 года назад

@@moondroo Ah, it's been so long ago, and I've truly moved on. Thanks for the encouraging words. The answer, back then, would have been to set the right expectation. Then, when they thought "Oh, I know the answer" their next thought would have been "Wait, that's what you SAID was going to happen." I'm content with where I am and what I'm doing. It's been interesting discussing it.

@rajkumawat3869 4 года назад

Chris, Promotion Ads you do in the middle of a video, It really sucks. It distracts us. We totally get disconnected!!! You can do a promotion video at the start or at the end. Thanks for the valuable information!!!

@thefutur 4 года назад

thanks Raj. do the commercials bother to a point that you'd pay to not watch them? you can subscribe to RU-vid Red.