Практика Shadowing: The Psychological Tricks Every GREAT Salesperson Knows - Изучайте разговорный английский по видео

Выберите режим практики

Каждый режим открывает полноэкранную комнату практики.

396 предложений

Если предложения слишком короткие или длинные, нажмите Edit, чтобы их изменить.

If you understand this, you will never run out of opportunities because everything you want in life requires persuasion.

And the only way to persuade someone is to understand how they think.

I run multiple nine -figure businesses and have personally sold hundreds and hundreds of millions of dollars.

I'm going to give you 20 years of proven psychological strategies that you can use to get anyone to say yes, broken down by the five areas of the brain.

Starting with The frontal lobe, which is responsible for reasons, specifically the prefrontal cortex, is super important.

Women have a larger one than men, actually.

You might think that people take actions based on logic.

You would be like most people then.

But here's how you spot somebody who doesn't really know how to sell things in about four seconds.

They try to convince someone not actually using the most important part of this brain, which is the creativity due to emotions.

They try to convince someone about features.

The trash bag's super light.

Our product has an incredible dashboard that processes your data at 300 megabytes per second.

No, no, no. That's not useful at all.

When people say they're trying to be reasonable, they don't need more reasons to buy from you.

They actually want to know, what does good mean and is it going to be good for me?

Your brain has so much going on at once that trying to figure out, is this going to be good for me, is nearly impossible.

So your brain resorts to these things called heuristics, which is a fancy way of saying a mental shortcut.

I wanna show you a breakdown that's going to change your life.

I wanna talk about something called the is this good triangle.

So at the top, I wanna think about it like authority.

Does someone who should know say it's good?

This is why you see so many experts recommending products, right?

This is your authority.

Sometimes we also call it the kingmaker.

You don't need Gordon Ramsay to recommend your restaurant for this to work, But Robert Cialdini's team, they actually ran this experiment on a real estate agency.

A receptionist started adding a single sentence before she transferred the call.

Let me put you through to Peter, our head of sales.

He has over 20 years selling properties in this area.

What do you think happened?

Appointments went up.

How much?

20%.

Just from adding this authority stat.

Signed contracts went up 15%.

One sentence.

Authority usually works the best on someone who's alone and unfamiliar.

But you can't say it about yourself.

Get someone else to call you the expert.

The second one is social proof.

So social proof really is this question.

It's instead of is this good, it's how do other people react to this?

And I'm not just talking about testimonials.

So a group of psychologists ran a study with bathroom hotel cards.

One card said help save the environment, show your respect for nature.

The other said almost 75 % of guests who are asked to participate do reuse their towels.

Which one won?

The latter, right?

The 75%.

Why?

Because people are going to do what other people socially have done, also called a bandwagon effect.

The way you use this is by telling the customer what most people do.

If you say, we have this entry offer, but most people, they need our service more.

So they choose the middle offer.

They're actually more likely to upgrade from your entry level offer, especially if you do an important thing, stick a number by it not just most people,

but 75 % of people need this offer.

Number three, scarcity.

So scarcity is, instead of is this good, how many are left?

If not a lot, it must be good.

But there is a way to this that works in a way that makes you sound like every

entry -level marketer who took one psychology class in college, which we don't want.

I don't want you to say these words ever.

Limited spots available.

Nobody believes that.

Write this instead remember we want to use a number

so I have four slots in this cohort two are gone

this specificity feels more genuine you're implying scarcity not coming out

and saying it oh

and a bonus tip for appealing to someone's frontal lobe stop

using round numbers fascinating studies showing don't quote 450k quote four hundred

and thirty seven thousand five hundred don't quote a client ten grand quote them $9 ,850.

There is a cap to this though.

One person took this advice too literally and listed his condo at $454 ,963.

I think he got zero offers. So why?

Because you have to make your prices informed, not unhinged.

If you nail this though, you're going to be able to logically convince people to buy more.

But I want to get to the next reason why people won't buy.

Because maybe they've already decided they're not going to let's change their mind segment two occipital lobe

or what they call vision so the occipital lobe comes in

when you need to see things you know

that saying never judge a book by its cover you should

and it turns out you already are it takes you less

than a second to make a judgment about somebody you don't

have a chance to say a single word in the fraction of a second somebody else is deciding

if you're serious worthwhile And somebody they should listen to and there's so much that goes on to this namely

Like the way you present yourself, your hair, your body language, your office, the colors on your slides, even the pictures on your website.

And so when you think about selling people on something, there was a psychologist who actually ran this study, fascinating, showing two different pictures on a homepage.

Everything was the same except the background picture.

Some people saw clouds in the sky, others saw pennies.

The people who saw clouds started paying more attention to what?

Oh, soft, fluffy comfort.

The people who saw pennies starting paying more attention to what?

Money, small, my pocketbook.

Think about how insane that is.

The website actually never told them care about money, care about comfort.

The background did.

Now why does that matter?

Well, the website was for a mattress.

So by putting pennies anywhere near that website, or dollar bills it turns out, people would actually care more about the price than they would the comfort.

100

When they put clouds on it, more people bought.

101

This is actually called priming.

102

It's something where your environment quietly tells your brain what to pay attention to next.

103

And because of this, the setup before the sale actually matters more than the sale itself.

104

And I want to tell you how you can control this.

105

And also, I want you to think about one thing here.

106

The next time you go to have a difficult conversation, maybe you should think more about what your setting is

107

and how you're primed instead of what you're gonna say to the other person.

108

I bet you win more often.

109

Let me show you.

110

Colors.

111

So most color psychology online is way too simplistic.

112

Blue means trust, green means money.

113

It's not that clean.

114

You have to look at the why behind the colors.

115

For example, red, what does it do?

116

You associate it with like a stop sign, an ambulance, blood.

117

It's associated according to urgency and intensity and competitiveness.

118

In auctions, red made people bid more aggressively.

119

But in one -on -one negotiations, red actually makes people lower offers.

120

It also matters the shade of the color.

121

So the brighter and more saturated the colors were, the greater the arousal, let's call it.

122

The excitement, the effects of a color depend on hue, saturation, brightness, all of it kind of interacting together.

123

And here's your color cheat sheet.

124

Bright saturated red, high energy, competition.

125

Burgundy, restrained power, old line.

126

Bright blue, energetic, modern.

127

Navy, restrained competence, right?

128

Bright green, growth, energy.

129

Dark green, stability, wealth growth.

130

See how it's like, basically, the brighter it is, the more energy, and then the same emotion, according to each one.

131

The next one, if you want to get paid like a pro, you have to dress like a pro.

132

And the best part of this is it really doesn't matter how attractive you are.

133

I know a lot of people are like, pretty privileged, that is a thing, but that's not what we're talking about here.

134

I'm not trying to get you to do a nose job and a facelift.

135

A study from Princeton found that the same faces paired with richer -looking clothing were actually judged as more competent.

136

And it depends on the context.

137

So like, if you're dressing for door -to -door sales jobs in Ohio, that means you're probably going to wear a uniform that's really crisp and obvious,

138

rather than if you're at a networking event and if you're in a uniform in New York, that's not going to fly.

139

A good starting point is if you want to be in a fancy setting and be seen as luxury, that means natural fabrics, so things like linen,

140

get clothes that fit, muted colors like white or black or navy no logos on any of these

141

and get one really nice piece like it really shouldn't be a jacket it should be a watch

142

or a purse

143

that signals i'm successful here's my visual representation of it you

144

can have a huge impact by the way you move your body

145

so for god's sakes do not stand in a defensive posture

146

if you're trying to get somebody to buy something from you no crossed arms no hands behind the back

147

which signifies i might be hiding something Hands in front of you, you know, palms open in the beginning, signals trust, no slouching, stand up straight.

148

Studies show this significantly boosts the speaker's persuasiveness, clarity, and whether they think that you're any good or not during sales pitches.

149

You control the frame, you control the sale, and controlling the frame doesn't just happen by the way you look.

150

You can have everything right, wear all the right colors, but if you lead right up to the delivery of the ask, and you mess up the ask at that point, nothing else matters

151

and all the time you put into your appearance kind of

152

was for nothing all right segment three i want to talk about the pareto lobe numbers

153

so in this part of the brain it's responsible for processing

154

numbers doing basic math my part of this brain sucks but

155

when someone hears that your product costs for instance five thousand dollars

156

or that you want this huge salary increase this part of the brain processes

157

that number it has one major flaw though it can only evaluate a number against another number in isolation

158

but let me show you something

159

if i ask you do you want to buy something for 10k this is a lot of money why

160

because i have no price anchor

161

and the pareto lobe defaults to comparing it to zero

162

so ten thousand dollars very far away from zero dollars

163

so that's a lot but now let's say i give you ten thousand dollar offer

164

or what about if i charge you a hundred thousand dollars Well, the difference between the two changes things, doesn't it?

165

Suddenly, the 10K looks a lot cheaper, and you might pay it more easily.

166

The number actually means nothing.

167

It's basically the frame around the number and how it's presented.

168

And so I want to show you three ways to use this to make more money consistently over time

169

and probably sell more at higher prices.

170

There are three frames I use around numbers.

171

They look like this, and I think about it like a ladder.

172

First, I want you to say the big number first even

173

if it has nothing to do with your product for instance

174

there's a salesman selling a 75k product everybody fighting him on

175

price then he jokingly says now i know i can't charge you guys a million dollars for this

176

and suddenly nobody was questioning his price anymore it's kind of a silly joke

177

but it shows this really strong psychology principle

178

that our pareto lobe needs another number to compare to

179

so number two we are going to give them the compared to what

180

or the versus So I talk about this in my book, Owner Be Owned.

181

It's on page 40.

182

Before you say the cost of the product, quantify how much the customer is going to make if they go with you, or how much money they will lose if they don't go with you, or how much money they'll save,

183

or how much freedom they'll get, whatever it is.

184

Now that you do that, the price doesn't seem so bad when it's compared to an even bigger gain or loss.

185

Easy way to do this would be roofing cost, 4K, but man, if you don't fix it, $40 ,000 worth of problems in your house.

186

So show them the versus.

187

And then number three, what do you say after the number?

188

I call this one the not a damn thing.

189

Shut up.

190

Here's why that's harder than it sounds.

191

There's a study done that proved

192

that people who don't add an argument to their offer have fewer counter arguments and higher outcomes in negotiations.

193

So your offer should sound like, and the price is 20K.

194

Are you in?

195

Not, it's 20K because our competitive rates are this

196

and we're going to provide that and we're going to do this in your business and this next thing.

197

No, no, no. i would actually probably say something like

198

and the investment is twenty thousand dollars are you ready for

199

that and the bonus psychology hack

200

when people look at a price they don't actually process the

201

full number they only judge by the number on the left sort of

202

so a lot of things this is why everything is priced by like you know 97 cents

203

or 99 cents because 3 .99 feels slightly cheaper than $4 because of the left number bias.

204

The crazy part is sophisticated people think, oh, that's kind of gross.

205

I would never do that.

206

They actually fall for it the most.

207

So at this point, you've picked your number, you framed it right.

208

You've done your versant, you've shut up, but it still doesn't matter if you can't deliver your pitch in a convincing way.

209

You'll still lose the sale in a second.

210

Let's talk about how to change that.

211

segment four temporal lobe the language area of your brain this

212

lobe is one of the main two you are using right now listening to me talk that's your temporal lobe

213

and it's responsible for language processing it's also the reason behind why two people can seemingly say the same thing

214

and you get two totally different results why

215

because there are actually two parts to language there's what you say

216

and there's how you say it and so some words work better than others and some ways of delivering work better.

217

I've been giving presentations in boardrooms and on stage for nearly 20 years.

218

I'm going to let you steal my homework, and we're going to hack the sensory part of the brain.

219

Do's and don'ts.

220

When you're speaking, I want you to get rid of what I call soft words, powerless words.

221

These are phrases like, kind of, sort of, I think, I feel.

222

They make you look incompetent.

223

If you don't believe in what you're selling, why should the other person?

224

This is, instead, what do you want to do?

225

You want to have, really, like a lightning strike, powerful words this will you will next step second is intensifiers very

226

so really honestly okay I think about these as fill in

227

the blank words you don't really need them one way

228

or the other what would I do instead let's get you some powerful punctuation right periods exclamation points

229

if you need these very

230

so really honestly your message isn't strong enough I want you to use stronger nouns

231

and i want you to use periods

232

and exclamation points i also want you to make sure you

233

don't do the worst thing especially a lot of women do

234

that i see

235

which is call them filler words kind of looks like a

236

butt it's not this is like like um like um instead

237

what do we do not a damn thing this is your silence

238

if you need to think instead of saying like um just pause, take a second.

239

And the fourth is sorry.

240

I do not want you to apologize or be overly polite.

241

Instead, what do I want you to do?

242

Instead of sorry, I want you to think they should thank me for this.

243

I am providing a service that is so valuable they should thank me.

244

I want you to realize when you overly apologize and you're too polite, you're basically lowering yourself in the value of what you have

245

to say by prefacing it with any of these really make everything you say concrete.

246

This is a good rule, because if you can't visualize it, they won't value it.

247

So I don't want you to say things like, we have fast delivery.

248

This is what I would call vague.

249

Instead, I want you to say things like, it is going to be there by Friday.

250

Specific, aka a date.

251

Don't say, we're going to save you time and money.

252

Okay, that's way too vague.

253

Instead, I would say something like, clients who choose us, save on average, dollar amount

254

or you could even go with something like hour x number

255

of hours a month great it's easier for your brain to visualize

256

and process specifics over vague premises

257

and then i want to talk about this third one

258

which is reflection this is one of the most powerful tools in sales

259

if you use it correctly

260

so in one study waitresses who repeated their clients orders exactly

261

how they said it back to them got tipped how much more do you guys think 81

262

so what do we want to do we actually want to

263

mirror what our customer says we want to say almost exactly

264

back to them the waitresses who paraphrased they only got tipped 61 of the time

265

so you have to be specific

266

and reflect back what the person said to you for this

267

to work reflection plays off of this other thing called the

268

psychology principle of consistency humans have this weird need to stay consistent in their identity

269

and belief it's basically why people say i am a republican

270

or i am a democrat and then only do the things

271

that those types of people do here's how this works

272

if you want to make money you have them express their problem in words

273

and then you lead up to the sale with since you're experiencing exact words

274

that they told you i know this is a fit for

275

you all right here's the other hard truth it's not just

276

what you say it's how you say it i think this

277

gets broken down into five things i'll tell them to you now first we're gonna start with pace

278

so this is all about the speed at which you create excitement

279

or momentum slow down to make something feel more important you speed it up

280

when you're excited and you want them to get ramped up right

281

so that speed or pace of how you speak is really important what do you do

282

when you want them to pay a lot of attention to you

283

and really lean in you might actually lower your pitch then we want you to go into volume

284

so you increase your volume as a signal of energy or conviction actually now that I think about it, I think this one and the next one are almost exactly the same.

285

Originally, I thought there were five, but I actually think that these two are really similar.

286

So when I was thinking about it originally, volume would be how much higher or lower you go.

287

But as I thought about it for the normal person, you probably are going to sound weird if you try to change your pitch, aka, I'm really excited.

288

I don't know.

289

That just comes off as fake to me.

290

You could probably put these two together.

291

The other one that I use a lot that's really important, though, is Pawsits.

292

this one's super painful but really important remember

293

when i told you to shut up this is really uncomfortable i know

294

but silence is actually a good separator from great speakers

295

and everybody else then let's talk about intonation as the last one this one i use a lot

296

which is basically to control

297

which word carries the meaning this is the best option for

298

you this is the best option for you this is the best option for you it's the same words

299

but lots of different ways to say them and they give them different meanings.

300

Before you say what you're going to say, ask yourself, what point do I actually want to make?

301

And try to get your intonation to match that.

302

The way you do it more than anything else is one P that we didn't put on there, which is practice.

303

I had an employee that wanted to give a pitch.

304

Something that we do when we try to do sales and it's called the heart close.

305

And he went on stage to give the heart close, except dude's actually got a closed heart.

306

He was not in touch with his emotions, and he's not in touch with his feelings.

307

He was giving this really heartfelt story.

308

But imagine if I'm like telling you a story about my father passing.

309

And what I actually say is like, well, my dad passed away.

310

And what happened is it was on Tuesday and it happened really quickly.

311

And like my mom was really sad and our entire family had a difficult time with it.

312

I feel nothing.

313

But if I'm like, my dad passed away on Tuesday and my mom had a really hard time with it.

314

Exact same words.

315

But the only way you're going to get good at the

316

second as opposed to the first is you're going to try it a lot.

317

All of this assumes the one principle this entire video is built on.

318

Next segment, the insula, which is called the gut in some ways.

319

The last part of the brain that is arguably the most important for closing the sale is the insula.

320

It determines what we call your gut feeling and tries to answer the question, do I trust this person?

321

You will not sell if you can't build trust.

322

I want to show you how to do it in a

323

way that's going to blow your brain on how easy it

324

actually is for trust builders in sales the first one my

325

favorite maybe besides the last one is the anti -sale what

326

does this mean this is the best way to increase trust with a client because you're actually not selling them on anything.

327

I want you to believe in your product, but I promise you it's not right for everybody.

328

So you could have the cure for cancer and you still shouldn't try to sell it to everybody.

329

Why?

330

Not everybody has cancer.

331

This is where the anti -sale comes in.

332

I want you to be honest with the person.

333

You can almost tell in a second on their face if they're into something or not.

334

You don't force it.

335

And that way, even if you don't get the sale, that rapport can compound into referrals.

336

It can compound into different product sets

337

because you might be the first person they call since they know you're not gonna try to sell them on everything.

338

Number two, I call the time waster.

339

I don't want you to waste people's time.

340

So many sales calls start with fake interest.

341

Hey, Brad, how you doing today?

342

How was your weekend?

343

Enjoying the sunshine?

344

It's a little hot in Austin, Texas, isn't it?

345

Oh my God, shut up, what?

346

Why are we talking about this?

347

People with money don't like having their time wasted and they also don't typically like small talk.

348

A way to build trust instantly is to get into it.

349

Hey, Brad, great talking with you i know you're slammed i only want to talk to you about this one thing

350

and get into it that's it i'm gonna keep this one

351

short in spirit of the idea itself three people trust people

352

who are like them this is another version of this mirror theory that we had previously in one experiment

353

researchers found

354

that simply discovering you shared a birthday with someone increased the

355

person saying yes to you from 34 to 62 there's a bunch of other studies

356

that have shown the same effect to close more sales now

357

you don't have to fake a birthday although i for decades

358

would send a notice out to people i really wanted to close

359

and say by the way it is my birthday

360

if you want to do something really special you could do x

361

and i swear you'll one get a bunch of responses

362

and two get a bunch of people to do it

363

so do a quick search on the person before you meet with them do you share any interests

364

that they post about do you follow the same topics on whatever social platform then

365

when it naturally comes up you know what to talk about

366

in fact one time i got profiled by a con man

367

who used to be a CIA agent this is a true story

368

and it's ridiculous and I remember my like spidey senses going up at some point

369

because one of my favorite authors is Christopher Hitchens he was

370

like I was reading Hitchens the other day I was like I love Christopher Hitchens he's like oh great

371

and then I was talking about something else

372

and he goes yeah I'm really into lifting weights

373

and you know my wife and I do that a lot

374

and I like to lift weights so okay that's that's cool

375

and then he was like you know my favorite book of all time

376

and then proceeded to list atlas shrugged one of my favorite

377

books i was like this is weird like we have too much in common

378

and then the guy proceeded to steal hundreds of thousands of dollars from me

379

so it works even in the bad sense the next one

380

i want you to think about the law of reciprocity

381

which i swear so many people know but not enough use

382

which is give before you ask the more you give the

383

more you are going to get it doesn't have to be

384

physical you know you can give a free pen at event

385

that's not going to do it it really should be something

386

that feels unique a small note

387

that you send them an interesting piece of information tailored to

388

them the more you can give the more trust you build

389

and the higher the chance the person will buy from you

390

get these four trust triggers right you're going to close more

391

about just anything you want in life these topics aren't something you watch once

392

and master this is something you have to study over

393

and over and put into practice so i got something for you

394

if you want to talk to one of my advisors who have helped thousands of business owners with their sales

395

and help you grow and make more money, then click the link right here.

396

We will get you on a call.

Скачать приложение

Всё для свободной речи

ИИ-оценка произношенияОценка каждой фразы

Практика IPAОсвойте каждый звук

СловарьСоберите свой словарный запас

Игра со словамиУчитесь играя

Сканировать QR

Download on theApp Store Get it onGoogle Play

Тот же канал

FOR YOU

Почему практиковать речь на этом видео?

Видео о психологических трюках в продажах — отличная база для shadowspeak и улучшения разговорного английского. Контекст разговорный, с живыми примерами и эмоциональной окраской, что помогает освоить естественную интонацию и логику высказываний. Пracтикуя на нем, вы научитесь убедительно говорить, использовать аргументы и понимать психологию собеседника — навыки, важные не только в продажах, но и в повседневной коммуникации. Это идеальный материал для учить английский по видео, так как сочетает полезную информацию с практикой речи.

Грамматика и выражения в контексте

"If you understand this, you will never run out of opportunities" — условное предложение 1 типа, которое часто используется для выражения возможностей. В разговоре оно звучит естественно, без формальности, что важно для живой речи.
"They try to convince someone not actually using the most important part" — конструкция с причастным оборотом, заменяющим сложное предложение. Помогает сделать речь более лаконичной.
"What do you think happened?" — вопрос с инверсией, используемый для вовлечения собеседника. В разговоре такой вопрос делает коммуникацию более динамичной.

Трудные моменты в произношении

Чтобы улучшить произношение английского, обратите внимание на следующие слова: heuristics (["hjuːˈrɪstɪks"] — хьюристика), prefrontal (["priːˈfrʌntl"] — префронтальный) и testimonials (["ˌtestɪˈməʊniəlz"] — отзывы). Особенно сложно может быть произношение длинных слов с несколькими слогами, такими как psychological (["saɪkəˈlɒdʒɪkl"]). При Shadowing английский повторяйте эти слова медленно, обращая внимание на ударения и звуки. Также обратите внимание на интонацию в вопросах: например, в "Why?" интонация поднимается, что подчеркивает интерес к ответу.

Грамматика в этом видео

Конструкции, которые говорящий использует чаще всего, с точными словами из видео:

Конструкция	В видео
Условные предложения if + предложение, will/would + глагол — условие и его результат	If you understand this, you will never · if you can't visualize it, they won't value
Придаточные определительные who / which + предложение — уточнение о человеке или предмете	lobe, which is · somebody who doesn · brain, which is
Пассивный залог be + причастие прошедшего времени — важно, что происходит, а не кто это делает	are asked · are left · is actually called
Present Perfect have/has + причастие прошедшего времени — прошлое действие, важное сейчас	have personally sold · have done · they've already decided

Что такое техника Shadowing?

Shadowing — это научно обоснованная техника изучения языка, изначально разработанная для подготовки профессиональных переводчиков и популяризированная полиглотом доктором Александром Аргуэльесом. Метод прост, но эффективен: вы слушаете аудио на английском от носителей языка и немедленно повторяете вслух — как тень, следующая за говорящим с задержкой в 1–2 секунды. В отличие от пассивного прослушивания или грамматических упражнений, Shadowing заставляет мозг и мышцы рта одновременно обрабатывать и воспроизводить реальные речевые паттерны. Исследования показывают, что это значительно улучшает точность произношения, интонацию, ритм, связную речь, понимание на слух и беглость речи — что делает его одним из самых эффективных методов для подготовки к IELTS Speaking и реального общения на английском.

Техника шедоуинга: читать полное пошаговое руководство →

Практика Shadowing: The Psychological Tricks Every GREAT Salesperson Knows - Изучайте разговорный английский по видео

Выберите режим практики

Скачать приложение

Тот же канал

It Took Me 39 Years to Realize What I’ll Tell You in 14 Minutes

Once You Get Money, Buy These 10 Things Immediately

How To Speak Like The Richest 1%

If You Don't Understand Leadership, You'll Never Win

Рекомендуемое видео

This ONE Psychological Trigger Gets Clients to Chase You

banking sales techniques

Give me 8 minutes, and I'll improve your sales skills by 176%

10 AI Sales Tools That Will Make You Question Everything You Know

How to Think Fast Before You Speak: Framework Thinking

What ACTUALLY Makes People Buy Things (Pricing Psychology Explained)

ALL OF BUSINESS Explained in 58 Minutes (No BS, No Fluff)

Design The Perfect Offer in Under 10 Minutes

15 Psychological Marketing Triggers to MAKE PEOPLE BUY From YOU!

Sales Tutorial - Customer problem-solving

Harness The Negativity | Free Sales Training Program | Sales School

The 8 Hooks You Need To Go VIRAL on Social Media

Почему практиковать речь на этом видео?

Грамматика и выражения в контексте

Трудные моменты в произношении

Грамматика в этом видео

Что такое техника Shadowing?