This is about how the salesperson pays attention. So that’s how technology can be an aid, or an impediment. If you’re too focused on the technique, the technology, or the way you’re coming across, you won’t be effective. On the other hand, you need to use technology and techniques. There is no substitute for practice and experience. The great sales professionals use the technologies available in a way that enhances the process. For instance, in an earlier video, Kyle used a funnel and a jar in a simple but effective way to illustrate his point. He didn’t complicate the process - he clarified his point and used visual aids to capture our attention in a memorable way.