Script Wall Quotes

What are you thinking? She smiled. I think you can figure it out. You can read the writing on the wall. And as she said it, there was writing on the wall. It appeared slowly, one word at a time. You're not the only one falling. It wrote itself out, in the same curling black script as the rest of the room. Lena's cheeks flushed a little, and she covered her face with her hands. "It's going to be really embarrassing if everything I think starts showing up on the walls." "You didn't mean to do that?" "No." You don't need to be embarrassed, L. I pulled her hands away. Because I feel the same way about you.

There is a story scripted on the wall, no words used though, just her body expressions ..

There were a story scripted on the wall, no words used though, just pictures, memories, from another world. Her happy place.

Hermione turned to observe the marks that had been placed over the many years, shaking her head in disappointment. At the very top of the doorway, carved in strangely elegant script for vandalism, read: Marauders Only. All Others Will be Cursed. She rolled her eyes dramatically until her focus fell to a pair of initials inside of a heart scratched into the wall near her seat. S.B. + M.P.

In the lower half of one wall, she has traced the word so many times in such enormous script—LOVE, each letter the size of a child—and gouged so deeply into the stone that the O has formed a tunnel, and she has gotten out.

This guy's walking down the street when he falls in a hole. The walls are so steep he can't get out. "A doctor passes by and the guy shouts up, 'Hey you. Can you help me out?' The doctor writes a prescription, throws it down in the hole and moves on. "Then a priest comes along and the guy shouts up, 'Father, I'm down in this hole can you help me out?' The priest writes out a prayer, throws it down in the hole and moves on "Then a friend walks by, 'Hey, Joe, it's me can you help me out?' And the friend jumps in the hole. Our guy says, 'Are you stupid? Now we're both down here.' The friend says, 'Yeah, but I've been down here before and I know the way out.

She caught him in his schoolboy mode, polite and dutiful, mailing letters to his grandparents and step-siblings, notes full of nothing written in perfect script. Yet he feels like she caught him so unaware and alone that she saw the other side, the wolf crawling through wreckage, through broken walls, cracked Venetian mirrors, dust, blood, a turned-over rocking horse - the child who doesn't know it's own name.

Life is like theatre. Each new day is a new scene with new acts and roles to portray. The sets always change. You come across new dialogue and lines to exchange between others. Scripts are improvised. But the beauty in it is that everyday, you are constantly learning who you are and how others around you are. Express yourself and empathize. It's okay to wear a mask every now and then but remember that you'll eventually meet fellow thespians who will find a way to break down your walls and barriers. Remember another thing: this isn't a dress rehearsal. And God is your ultimate Director. Let Him write your script and call the cuts. Allow Him to provide you with the applause that truly matters. Let Him open up your heart to real self discovery. He is the best playwright that never dies. He lives. And so do you when you learn to let go and step on the stage of life.

Caste is not a physical object, like a wall of bricks or a line of barbed wire. Caste is a notion, it is a state of mind. No one escapes its tentacles. No one escapes exposure to its message, that one set of people is presumed to be inherently smarter, more capable, and more deserving than other groups deemed lower. This program has been installed into the subconscious of every one of us. And high or low, without intervention or reprogramming, we act out the script we were handed.

There was one panicked moment. He picked a book from the wall, and the shapes inside, all the letters, were friends to him; but as he settled before them and began to mouth and mutter them, waiting for them to sound as words in his head, they were all gibberish. He grew frantic very quickly, fearing that he had lost what it was he had gained.t pieced it together into a different language. Shekel was dumbstruck at the realization that these glyphs he had conquered could do the same job for so many peoples who could not understand each other at all. He grinned as he thought about it. He was glad to share. He opened more foreign volumes, making or trying to make the noises that the letters spelled and laughing at how strange they sounded. He looked carefully at the pictures and cross-referenced them again, tentatively he concluded that in this lanugage, this particular clutch of letters meant 'boat' and this other set 'moon'. ....he reached new shelving and opened a book whose script was like nothing he knew. He laughed, delighted at its strange curves. He moved off further and found yet another alphabet. And a little way off there was another. For hours he found intrigue and astonishment by exploring the non-Ragamoll shelves. He found in those meaningless words and illegible alphabets not only an awe at the world, but the remnants of the fetishism to which he had been subjected before, when all books had existed for him as those did now, only as mute objects with mass and dimension and color, but without content. .... He gazedc at the books in Base and High Kettai and Sunglari and Lubbock and Khadohi with a kind of fascinated nostalgia for his own illiteracy, without for a fraction of a moment missing it.

This, not incidentally, is another perfect setting for deindividuation: on one side, the functionary behind a wall of security glass following a script laid out with the intention that it should be applied no matter what the specific human story may be, told to remain emotionally disinvested as far as possible so as to avoid preferential treatment of one person over another - and needing to follow that advice to avoid being swamped by empathy for fellow human beings in distress. The functionary becomes a mixture of Zimbardo's prison guards and the experimenter himself, under siege from without while at the same time following an inflexible rubric set down by those higher up the hierarchical chain, people whose job description makes them responsible, but who in turn see themselves as serving the general public as a non-specific entity and believe or have been told that only strict adherence to a system can produce impartial fairness. Fairness is supposed to be vested in the code: no human can or should make the system fairer by exercising judgement. In other words, the whole thing creates a collective responsibility culminating in a blameless loop. Everyone assumes that it's not their place to take direct personal responsibility for what happens; that level of vested individual power is part of the previous almost feudal version of responsibility. The deindividuation is actually to a certain extent the desired outcome, though its negative consequences are not.

Haska—a dim legendary figure of a generation ago, who went back up the mountain and cleared six acres of brush in the tiny valley that took his name. He broke the soil, reared stone walls and a house, and planted apple trees. And already the site of the house is undiscoverable, the location of the stone walls may be deduced from the configuration of the landscape, and I am renewing the battle, putting in angora goats to browse away the brush that has overrun Haska's clearing and choked Haska's apple trees to death. So I, too, scratch the land with my brief endeavour and flash my name across a page of legal script ere I pass and the page grows musty.

You remind Cruise that I was the one who begged him to run screaming from that script,” Graham shouts into a speakerphone on his desk in an office just like every office in movies with studio executive scenes. Where a window fills the entire rear wall on a floor so high you could see your house from it if it weren’t obscured by its own weather system. The kind that silhouettes the man in power with a Christ-like halo of sunlight meant to intimidate guests into squinting in what could be mistaken for awe. He waves me inside to sit in a chair that’s at least one strategic foot lower than his own.

I continued my explorations in a cobbled yard overlooked by broken doors and cracked windows. Pushing open a swollen door into a storeroom, I found a stream running across paving stones and a carpet of slippery green moss. My explorations took me beneath a gateway surmounted by a clock face, standing with hands fixed permanently at eleven o'clock. Beyond stood derelict stables; then the park opened up in an undulating vista, reaching all the way to a swathe of deep forest on the horizon. In the distance was the twinkle of the river that I realized must border my own land at Whitelow. The grass was knee-high and speckled with late buttercups, but I was transported by that first sight of the Delafosse estate. In its situation alone, the Croxons had chosen our new home well. I dreamed for a moment of myself and Michael making a great fortune, and no longer renting Delafosse Hall but owning every inch of it, my inheritance spinning gold from cotton. Turning back to view the Hall I took a sharp breath; it was as massive and ancient as a child's dream of a castle, the bulk of its walls carpeted in greenery, the diamond-leaded windows sparkling in picturesque stone mullions. True, the barley-twist chimneys leaned askew, and the roofs sagged beneath the weight of years, but the shell of it was magnificent. It cast a strange possessive mood upon me. I remembered Michael's irritation at the house the previous night, and his eagerness to leave. Somehow I had to entice Michael into this shared dream of a happy life here, beside me. Determined to explore the park, I followed the nearest path. After walking through a deep wood for a good while I emerged into the sunlight by a round hill surmounted by a two-story tower. A hunting lodge, Mrs. Croxon had called it, but I thought it more a folly. It had a fantastical quality, with four miniature turrets, each topped with a verdigris-tarnished dome. Above the doorway stood a sundial drawn upon a disc representing a blazing sun. It was embellished with a script I thought might be Latin: FERREA VIRGA EST, UMBRATILIS MOTUS. I wondered whether Michael might know the meaning, or Anne's husband perhaps. As for the sundial's accuracy, the morning light was too weak to cast a line of shadow.

Well do I remember the first night we met, how you questioned my opinion that first impressions are perfect. You were right to do so, of course, but even then I suspected what I’ve come to believe most passionately these past weeks: from that first moment, I knew you were a dangerous woman, and I was in great peril of falling in love.” She thought she should say something witty here. She said, “Really?” “I know it seems absurd. At first, you and I were the last match possible. I cannot name the moment when my feelings altered. I recall a stab of pain the afternoon we played croquet, seeing you with Captain East, wishing like a jealous fool that I could be the man you would laugh with. Seeing you tonight…how you look…your eyes…my wits are scattered by your beauty and I cannot hide my feelings any longer. I feel little hope that you have come to feel as I do now, but hope I must.” He placed his gloved hand on top of hers, as he had in the park her second day. It seemed years ago. “You alone have the power to save me this suffering. I desire nothing more than to call you Jane and be the man always by your side.” His voice was dry, cracking with earnestness. “Please tell me if I have any hope.” After a few moments of silence, he popped back out of his chair again. His imitation of a lovesick man in agony was very well done and quite appealing. Jane was mermerized. Mr. Nobley began to test the length of the room again. When his pacing reached a climax, he stopped to stare at her with clenched desperation. “Your reserve is a knife. Can you not tell me, Miss Erstwhile, if you love me in return?” Oh, perfect, perfect moment. But even as her heart pounded, she felt a sense of loss, sand so fine she couldn’t keep it from pouring through her fingers. Mr. Nobley was perfect, but he was just a game. It all was. Even Martin’s meaningless kisses were preferable to the phony perfection. She was craving anything real--bad smells and stupid men, missed trains and tedious jobs. But she remembered that mixed up in the ugly parts of reality were also those true moments of grace--peaches in September, honest laughter, perfect light. Real men. She was ready to embrace it now. She was in control. Things were going to be good. She stared at the hallway and thought of Martin. He’d been the first real man in a long time who’d made her feel pretty again, whom she’d allowed herself to fall for. And not the Jane-patended-oft-failed-all-or-nothing-heartbreak-love, but just the sky-blue-lean-back-happy-calm-giddy-infatuation. She looked at Mr. Nobley and back at the hallway, feeling like a pillow pulled in two, her stuffing coming out. “I don’t know. I want to, I really do…” She was replaying his proposal in her mind--the emotion behind it had felt skin-tingling real, but the words had sounded scripted, secondhand, previously worn. He was so delicious, the way he looked at her, the fun of their conversations, the simple rapture of the touch of his hand. But…but he was an actor. She would have liked to play into this moment, to live it wholeheartedly in order to put it behind her. An unease stopped her. The silence stretched, and she could hear him shift his feet. The lower tones of the dancing music trembled through the walls, muffled and sad, stripped of vigor and all high prancing notes. Surreal, Jane thought. That’s what you call this.

Two hours later, the drawing room converted, the costumes wrapped, the electric-kerosene lamps flickering in a semicircle at their feet, the performers enacted the thirty-minute ode to love and the Mediterranean, Home by the Sea. Miss Charming kept a ferocious grip on her script and gave oily air kisses to Colonel Andrews. Amelia was calm and sweet, melting into her dialogue with Captain East as though into his arms. Jane knelt beside Mr. Nobley, the wounded war captain, as he nearly died, and did her best to sound earnest. Old Jane would’ve run away or laughed self-consciously throughout. New Jane decided to feel as enchanting as Miss Charming and performed each line with relish and passion. It didn’t matter that she wasn’t a very good actress. Mr. Nobley’s character miraculously recovered all the same, leading to the part where he stood and took her hands. They were still cold. He paused, as though trying to remember what came next. He looked. Looked at her. At her and into her. Into her eyes as though he couldn’t bear to look away. And there was a delicious curl in his smile. “I love you,” he said. Zing, thought Jane. It was his line, more or less, though simplified. Stripped of similes and farms and rain and moon and all, it pierced her. She opened her mouth to say her own line but couldn’t remember a single word. And she didn’t want to. He leaned. She leaned. Then Aunt Saffronia, who’d been laughing encouragingly during the parts that were supposed to be sad and clapping gleefully whenever a new character came onstage, now cleared her throat as though intensely uncomfortable. Mr. Nobley hesitated, then kissed Jane’s cheek. His lips were warm, his cheek slightly scratchy. She smiled and breathed him in. At length, the six actors stood side by side, pretending the bright yellow wall of the drawing room opened to a view of the Mediterranean Sea, and said their closing lines. Jane: Trying to sound actress-y. “At last, we are all truly happy.” Miss Charming: Pause. Crinkling of paper. Frantic searching for line. “Indeed.” Amelia: With a shy smile for the tall man beside her. “Our travels are ended.” Captain East: With a manly smile for his lady. “We can rest peacefully in each other’s arms.” Colonel Andrews: As always, with panache! “And no matter where we may roam…” Mr. Nobley: A sigh. “This will always be our home.” His voice unhappy with the line. “By the sea.” And, silence as the audience waited for who knows what--a better ending line? A better play? Colonel Andrews cleared his throat, and Jane inclined her head in a hurried curtsy. “Oh,” Aunt Saffronia said and started the applause. The audience clapped enthusiastically and arhythmically, and the cast bowed, Miss Charming giggling. Jane squinted past the lamps to get her first good look at the audience, now that the play was over and stage fright couldn’t prickle her. Aunt Saffronia, beaming. Mrs. Wattlesbrook, looking for all the world like a proud schoolmarm. Matilda, bored, and a few other servants, equally bored.

I’m in agreement with you now about the not-watching part,” she said. Jane and Mr. Nobley walked back to the house in silence, the air around them thick, dragging with awkwardness. Witnessing confessions of love and first kisses can be enchanting when you’re with someone comfortable, someone you’ve already had that kiss with, and can laugh about it and feel cozy and remember your own first moment. Seeing it with Mr. Nobley was like having a naked-in-public dream. “It’s only natural to confuse truth and fantasy as they play parts in a theatrical,” said Jane. “They start to feel as their characters would.” “True. Which is one reason why I was hesitant to engage in this frivolity. I do not think pretending something can make it real.” “I find it a little alarming that we agree on something. But do you think, in their case anyway, do you think those feelings could run deeper?” Mr. Nobley stopped. He looked at her. “I wondered the same.” “I suppose it’s possible.” “It’s more than possible. They reside in compatible stations in life, they have like minds, their sentiments seem suited to each other.” “You sound like a textbook on matrimony. I’m talking about love, Mr. Nobley. Despite falling in love over a script, do you think they have a chance?” Mr. Nobley frowned and rubbed his sideburns briskly with the back of his fingers. “I…I knew Captain East in the past when he loved another woman. Her changes, her cruelty broke him. He was a shell for some time. If you had asked me last month if another woman’s attentions could make him a whole man again, I would have said that no man can recover from such a wound, that he will never be able to trust a woman again, that romantic love is not air or water and one can live without it. But now…” He breathed out. He had not looked away from her. “Now I do not know. Now I almost begin to think, yes. Yes.” “Yes,” she repeated. The moon hung in the sky just over his shoulder, peering as though listening in, breathless for what was next. “Miss Erstwhile.” “Yes?” He looked at the sky, he took several breaths as if trying to locate the right words, he briefly shut his eyes. “Miss Erstwhile, do you--” Captain East and Miss Heartwright passed by, walking close without touching. Mr. Nobley watched them, his frown deepening, then he looked back over his shoulder at nothing. What? What?! Jane wanted to yell. “Shall we go inside?” He offered his arm. She felt dumped-on-her-rear disappointment, but she took his arm and pretended she was just fine. Soon the warm safety of roof and walls cut off the luscious strangeness of night in the garden. Servants scurried, candles blazed, the preparations for the play were lively and unconcerned with a moment in the park. Without another word, Mr. Nobley left her alone, his jacket still around her shoulders. It smelled like gardens.

Instead, having a Compassionate Conversation may sound something like this… “Lately it seems like there’s been some kind of wall between us. I want to make sure that you’re doing well. Are you okay?” You’re going from basically attacking his behavior to being a loving partner who wants to make sure he’s okay. Or maybe you’re in a situation where you feel like he’s becoming distant and checked out and you want to connect with him. Here’s what doesn’t work… “Why do you always pull away from me?” Having a Compassionate Conversation sounds something like this… “I’d like to be closer to you right now but I feel like you’re having trouble with something.

It was as if the city’s old, mossy walls, its ancient fountains covered in beautiful script, and its wooden homes, twisting and rotting to the point of leaning on one another for support, had all been burned down and wrecked into nothingness, and the new streets, concrete houses, neon-lit shops, and apartment blocks taking their place had been built to seem even older, more intimidating and incomprehensible, than any place before. The city was no longer an enormous, familiar home but a faithless space in which anyone who got the chance added more concrete, more streets, courtyards, walls, pavements, and shops.

The mirror, window, and wall are metaphors for all those tactics we use to hide the lie that we believe is the truth: the false self. Each of these elements are the persona, the mask we may be wearing, playing a character, reading a script assigned to us. This book is a wake-up call that personal transformation is possible.

Most part of the house was empty, or rather ‘walls on display’. But it was home, and I couldn’t imagine a better home.

The barren earth in the evening looked rejuvenated. The grasses were greener than winter and so were the trees – and were the birds and the flowers and the air. I felt as though the walls and the roads and the sky above were whispering to me. I felt songs in birds and music in the air. It was love I felt – and the blessing of being loved. It was a completely new world – a world of loving someone and being loved at the same time.

as soon as you sign a commitment and post it on your wall, you’ve created a mental cost for writing an unnecessary prescription. If you’re tempted to write that script, you’ll now be hyperaware that doing so means breaking your word. After all, you signed your name to a framed letter promising not to do this very thing. In short, the “price” of prescribing an unnecessary antibiotic has gone up.

Carol says that Giles Owita taught her “what you do when that script you have written for your life does not work out . . . how do we graciously slip into Plan B. . . .

With utter confusion, he tries to make sense of the baffling play he's just witnessed, performed with such intensity by a troupe whose actors were barricaded from one another by walls of language and place and purpose, two opposing scripts come alive on one shared stage, its director absent or impotent or wholly uncaring.

come alive and to speak, had to be chosen by the reader, who would vary the sounded breath according to the written context. By this innovation, the aleph-beth was able to greatly reduce the necessary number of characters for a written script to just twenty-two—a simple set of signs that could be readily practiced and learned in a brief period by anyone who had the chance, even by a young child. The utter simplicity of this technical innovation was such that the early Semitic aleph-beth, in which were written down the various stories and histories that were later gathered into the Hebrew Bible, was adopted not only by the Hebrews but by the Phonecians (who presumably carried the new technology across the Mediterranean to Greece), the Aramaeans, the Greeks, the Romans, and indeed eventually gave rise (directly or indirectly) to virtually every alphabet known, including that which I am currently using to scribe these words. With the advent of the aleph-beth, a new distance opens between human culture and the rest of nature. To be sure, pictographic and ideographic writing already involved a displacement of our sensory participation from the depths of the animate environment to the flat surface of our walls, of clay tablets, of the sheet of papyrus. However, as we noted above, the written images themselves often related us back to the other animals and the environing earth. The pictographic glyph or character still referred, implicitly, to the animate phenomenon of which it was the static image; it was that worldly phenomenon, in turn, that provoked from us the sound of its name. The sensible phenomenon and its spoken name were, in a sense, still participant with one another—the name a sort of emanation of the sensible entity. With the phonetic aleph-beth, however, the written character no longer refers us to any sensible phenomenon out in the world, or even to the name of such a phenomenon (as with the rebus), but solely to a gesture to be made by the human mouth. There is a concerted shift of attention away from any outward or worldly reference of the pictorial image, away from the

I’d like you to imagine that you are about to attend one of the most important occasions of your life. It will be held in a room sufficiently large to seat all of your friends, your family, your business associates—anyone and everyone to whom you are important and who is important to you. Can you see it? The walls are draped with deep golden tapestries. The lighting is subdued, soft, casting a warm glow on the faces of your expectant guests. Their chairs are handsomely upholstered in a golden fabric that matches the tapestries. The golden carpeting is deeply piled. At the front of the room is a dais, and on the dais a large, beautifully decorated table, with candles burning at either end. On the table, in the center, is the object of everyone’s attention. A large, shining, ornate box. And in the box is…you! Stiff as the proverbial board. Do you see yourself lying in the box, not a dry eye in the room? Now, listen. From the four corners of the room comes a tape recording of your voice. Can you hear it? You’re addressing your guests. You’re telling them the story of your life. How would you like that story to go? That’s your Primary Aim. What would you like to be able to say about your life after it’s too late to do anything about it? That’s your Primary Aim. If you were to write a script for the tape to be played for the mourners at your funeral, how would you like it to read? That’s your Primary Aim. And once you’ve created the script, all you need to do is make it come true. All you need to do is begin living your life as if it were important. All you need to do is take your life seriously. To create it intentionally. To actively make your life into the life you wish it to be.

Well,there's not much more to see," Bill said. "Just the usual routine of a building catching fire-smoke, walls of flame,people screaming and stampeding toward the exits,trampling the less fortunate underfoot-you get the picture.The Globe burned to the ground." "What?" she asked, feeling sick. "I started the fire at the Globe?" Surely burning down the most famous theater in English history would have repercussions across time. "Oh,don't get all self-important. It was going to happen anyway. If you hadn't burst into flames, the cannon onstage would have misfired and taken the whole place out." "This is so much bigger than me and Daniel. All those people-" "Look, Mother Teresa, no one died that night...besides you.No one else even got hurt. Remember that drunk leering at you from the third row? His pants catch on fire.That's the worst of it. Feel better?" "Not really.Not at all." "How about this: You're not here to add to your mountain of guilt. Or to change the past.There's a script,and you have your entrances and your exits." "I wasn't ready for my exit." "Why not? Henry the Eighth sucks, anyway." "I wanted to give Daniel hope. I wanted him to know that I would always choose him,always love him.But Lucinda died before I could be sure he understood." She closed her eyes. "His half of our curse is so much worse than mine." "That's good,Luce!" "What do you mean? That's horrible!" "I mean that little gem-that 'Wah, Daniel's agony is infinitely more horrible than mine'-that's what you learned here.The more you understand, the closer you'll get to knowing the root of the curse,and the more liekly it is that you'll eventually find your way out of it.Right?" "I-I don't know." "I do. Now come on, you've got bigger roles to play.

In the carefully scripted wedding rituals, I detected bad faith. I felt less like a bride and more like a person pretending to be a bride, the way a little girl might process through her living room with a pillowcase draped over her head toward some imaginary groom. I refused to take engagement photos because who would ever believe that we were spontaneously bounding through a field at sunset holding hands? Or making out in front of a brick wall? Who was this photo for? It couldn't be fore us because anytime we looked at it we would know all the work that went into it: a long afternoon spent smiling to the point of jaw exhaustion.

contingent of soldiers with you.” Almost opening his mouth in protest, Killian seemed to think the better of it. “Yes, Madam.” He glanced quickly at Talis and the others. “Shouldn’t our guests come as well? The priests should cleanse them of…of any defilement that may have possessed them on their long voyage.” The Madam frowned. “I suppose that is true. The priests must perform their rites. Go on, now.” Talis wondered what kind of rites they practiced here on the island. Whatever it was, it couldn’t be good. He glanced at Rikar who shook his head slightly in a gesture of disapproval. They followed the twins out of the palace with a group of soldiers leading them north along the gardens until they turned east along the wall. Talis snuck a look at the looming outer walls. So close to freedom, if only the Madam hadn’t sent so many soldiers to mind them. But he couldn’t leave without finding his sword. The way opened up to a park surrounded by a wrought-iron fence. Inside, they reached a stand of mangroves. Small wooden temples dotted the interior, with hundreds of strands of white rope stretched from branch to temple roof. White flags with ancient script in gold ink adorned the ropes. Talis recognized some of the characters: death, mountains, volcano, sky, chaos.  “Lieutenant,” Killian said. “Summon the priests, then be on your way. We can manage things ourselves from here on.

Wendell looked at the faerie stone in his hand, shrugged, and smashed it against the floor. Out burst a flock of parrots. The birds shrieked and squawked, and the sheerie were momentarily distracted--- not afraid, they lunged at them like cats. Each parrot seemed to be carrying a tropical flower in its beak. Wendell hurled another stone. When it smashed, glittering banners unfurled upon the museum walls, covered in the faerie script. The ceiling was suddenly painted in frescoes of Folk lounging in forest pools, surrounded by green foliage. Vases of unfamiliar flowers appeared on every surface next to bottles of wine in ice buckets, and the air filled with the muffled sound of violins, as if drifting in from the next room.

It would have been good if we had the opportunity to read the script before we were born.

When training new closers and reviewing their calls, I notice that often people try to rush this part. They tend to skip through the intro, rush through the discovery, and then slow down in the pitch. This is backwards. If you rush through the discovery phase, you’ll miss your prospect 99 percent of the time. You can’t rush this part of the process. I’ve helped people sell a product they could barely understand simply because they mastered the art of the discovery. The goal of this section is to have the prospect feel ready to buy, but more importantly to make sure the prospect feels heard. Some sales scripts will tell you to start by digging into the pain and asking what their challenges are. I strongly disagree; this is the incorrect way to begin this part of the process. Think about it this way: If you just met someone and within ten minutes they ask you what your deepest, darkest secret is or maybe what your fears or insecurities are, most likely you’re going to put up a wall and speak at a surface level. The same thing happens on a sales call. If we dig too early into the pain without properly building rapport and confidence, your prospect won’t open up to you.