{"id":3397,"date":"2026-01-15T12:57:04","date_gmt":"2026-01-15T11:57:04","guid":{"rendered":"https:\/\/hetsalescentrum.nl\/?p=3397"},"modified":"2026-01-21T11:17:21","modified_gmt":"2026-01-21T10:17:21","slug":"train-instead-of-show","status":"publish","type":"post","link":"https:\/\/hetsalescentrum.nl\/en\/trainen-in-plaats-van-voordoen\/","title":{"rendered":"Training instead of demonstrating"},"content":{"rendered":"<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>I often get the question during a training session, \"can you show me.\". <\/p>\n\n\n\n<p>I often see the following happen.<br>People who can perfectly imitate what they have been taught...., but get stuck as soon as the situation is just a little different.<\/p>\n\n\n\n<p>And that is exactly why I believe so strongly in real training.<\/p>\n\n\n\n<p>You can show someone everything. In detail. Just like a navigation system, after you enter your destination, it takes you step by step to your destination. Mist you stick to the prescribed route.<\/p>\n\n\n\n<p>But fair?<br>Then you reached the destination but you didn't learn the way. Next time, you again depend on your navigation system to arrive properly.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Learning and development<\/h3>\n\n\n\n<p>For me, learning works differently.<\/p>\n\n\n\n<p>I think of good training as an itinerary on a piece of paper. On it are the most important points:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>where you start<\/li>\n\n\n\n<li>where you want to go<\/li>\n\n\n\n<li>which intersections matter<\/li>\n<\/ul>\n\n\n\n<p>That route gives direction but leaves room.<br>Space for self-discovery.<br>Space to think about choices.<br>Space to learn the way.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">A moment that for me sums up everything<\/h3>\n\n\n\n<p>At the start of a new training we did a round of introductions. One of the participants said very openly:<\/p>\n\n\n\n<p>\u201cI've had this kind of training so many times.<br>I don't actually understand why I'm here.\u201d<\/p>\n\n\n\n<p>I sincerely thanked her for her honesty. And I invited her to take the training from her expertise.<\/p>\n\n\n\n<p>\u201cIf you have knowledge or experience that is valuable to the group,<br>share those above all.\u201d<\/p>\n\n\n\n<p>Not defensive. Not convincing. But with space and confidence.<\/p>\n\n\n\n<p>Later that morning, a question came from the group. A participant kept running into the same situation when interacting with another person and was visibly frustrated.<br>No matter what he tried, it didn't work.<\/p>\n\n\n\n<p>I deliberately put the question to the participant who had previously indicated he already knew everything.<\/p>\n\n\n\n<p>The solution she offered was logical ..., but not helpful to the questioner.<br><em>\u201cI already tried that,\u201d he said.\u201d<\/em> he indicated. <em>\u201cAnd it has no effect.\u201d<\/em><\/p>\n\n\n\n<p>And that's exactly where the learning point arose.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Learning to choose instead of repeating<\/h3>\n\n\n\n<p>I used this moment to explain Stephen Covey's Circle of Influence and Engagement. Not to transmit theory, but to open a different perspective.<\/p>\n\n\n\n<p>I showed that you do not increase your influence on another person by continuing to do what you always did, but by consciously choosing how you enter the contact.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>If option one doesn't work, then it requires a different choice. A different approach.<\/p>\n<\/blockquote>\n\n\n\n<p>For several participants, including those who already knew everything, this was a new insight. We discussed examples. We explored alternatives. And then we put the brought in case back to the group with one question:<\/p>\n\n\n\n<p>What other choice can you make?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">The effect<\/h3>\n\n\n\n<p>Some time later I received a call. By the participant who had said at the start that she already knew everything.<\/p>\n\n\n\n<p>She told me that after the training she made a conscious decision to actively apply what she had learned. That she stepped differently in contact with others and approached difficult situations from a new perspective. She experienced the effect and had increased her influence. I was thrilled to hear that it had brought her a lot in the meantime.<\/p>\n\n\n\n<p>That, to me, is what training is about.<\/p>\n\n\n\n<p>Not knowing about it,<br>but about choosing.<br>Not about sending,<br>but about discovery.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">The trainer as backup, not helmsman<\/h3>\n\n\n\n<p>This is how I work.<\/p>\n\n\n\n<p>You drive yourself, I watch.<br>I ask questions, and you make choices.<\/p>\n\n\n\n<p>And when the route feels familiar and you can travel it naturally, yourself go on your way. And after some time, this question follows:<\/p>\n\n\n\n<p>What is the next path we can take?<\/p>\n\n\n\n<p>Because when routes are familiar you don't learn anything new. In contrast, when you explore new routes you gain new experience and knowledge.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">My approach <\/h3>\n\n\n\n<p>At <a href=\"https:\/\/hetsalescentrum.nl\/en\/\">the SalesCenter<\/a> is not about tricks or standard solutions.<br>Bottom Line:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>insight<\/li>\n\n\n\n<li>ownership<\/li>\n\n\n\n<li>sustainable growth<\/li>\n<\/ul>\n\n\n\n<p>In this way, you avoid snapshot and lay the pathway for permanent impact.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Why people choose me:<\/h3>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\"><\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\"><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-media-text has-media-on-the-right is-stacked-on-mobile\" style=\"grid-template-columns:auto 30%\"><div class=\"wp-block-media-text__content\">\n<p>\u2714\ufe0f Personalized and safe learning environment<\/p>\n\n\n\n<p>\u2714\ufe0f Immediately applicable in your own practice<\/p>\n\n\n\n<p>\u2714\ufe0f Room for experience and new insights<\/p>\n\n\n\n<p>\u2714\ufe0f More influence through better choices<\/p>\n\n\n\n<p>\u2714\ufe0f Trainer as sparring partner<\/p>\n\n\n\n<p>\u2714\ufe0f Growth that stays, even after training<\/p>\n<\/div><figure class=\"wp-block-media-text__media\"><img loading=\"lazy\" decoding=\"async\" width=\"768\" height=\"1024\" src=\"https:\/\/hetsalescentrum.nl\/wp-content\/uploads\/2024\/11\/bellen2-768x1024.jpg\" alt=\"Anthon Geersing Sales trainer, make a sales team topper, grow in sales, sales in Amersfoort, zzp training in sales, mkb sales training\" class=\"wp-image-3158 size-full\" srcset=\"https:\/\/hetsalescentrum.nl\/wp-content\/uploads\/2024\/11\/bellen2-768x1024.jpg 768w, https:\/\/hetsalescentrum.nl\/wp-content\/uploads\/2024\/11\/bellen2-225x300.jpg 225w, https:\/\/hetsalescentrum.nl\/wp-content\/uploads\/2024\/11\/bellen2-1152x1536.jpg 1152w, https:\/\/hetsalescentrum.nl\/wp-content\/uploads\/2024\/11\/bellen2-1536x2048.jpg 1536w, https:\/\/hetsalescentrum.nl\/wp-content\/uploads\/2024\/11\/bellen2-1320x1760.jpg 1320w, https:\/\/hetsalescentrum.nl\/wp-content\/uploads\/2024\/11\/bellen2-scaled.jpg 1920w\" sizes=\"auto, (max-width: 768px) 100vw, 768px\" \/><\/figure><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Do you also want to stop what gets in the way of results and get started on what makes a difference on your route?<\/p>\n\n\n\n<p>If so, I'd be happy to go out for a bit with you. <\/p>\n\n\n\n<p>Send me a <a href=\"https:\/\/wa.me\/+31623183635\">WhatsApp<\/a> message with your challenge and let's see together how to find another route in that.<\/p>\n\n\n<section id=\"section-484-1853\" class=\"ct-section bg\" ><div class=\"ct-section-inner-wrap\"><div id=\"div_block-485-1853\" class=\"ct-div-block w-full grid grid-cols-2 md-grid-cols-1 items-center\" ><div id=\"div_block-486-1853\" class=\"ct-div-block items-center py-16 px-16\" >\n\t\t<div id=\"-carousel-builder-560-1853\" class=\"oxy-carousel-builder\" ><div class=\"oxy-carousel-builder_inner oxy-inner-content\" data-prev=\".oxy-carousel-builder_prev\" data-next=\".oxy-carousel-builder_next\" data-contain=\"true\" data-percent=\"true\" data-freescroll=\"false\" data-draggable=\"false\" data-wraparound=\"true\" data-carousel=\".oxy-dynamic-list\" data-cell=\"\" data-dragthreshold=\"3\" data-selectedattraction=\"0.025\" data-friction=\"0.28\" data-freescrollfriction=\"0.075\" data-forceheight=\"false\" data-fade=\"false\" data-tickerpause=\"true\" data-groupcells=\"1\" data-resume-autoplay=\"3000\" data-autoplay=\"6000\" data-pauseautoplay=\"true\" data-hash=\"false\" data-initial=\"1\" data-accessibility=\"true\" data-fix-hidden-focus=\"true\" data-cellalign=\"center\" data-righttoleft=\"false\" data-images-loaded=\"true\" data-pagedots=\"true\" data-trigger-aos=\"false\" data-clickselect=\"false\" data-preview=\"true\" data-tick=\"false\" ><div id=\"_dynamic_list-561-1853\" class=\"oxy-dynamic-list\"><div id=\"div_block-563-1853-1\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-1\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>Fine training with lots of tools and examples to apply in sales conversations!<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-1\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-1\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-1\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Pot Removals - Iris<\/span><\/div><\/div><div id=\"text_block-634-1853-1\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div><div id=\"div_block-563-1853-2\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-2\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>Anthon provided some training for our sales team at Unitura, which we found to be very valuable! <\/p>\n\n\n\n<p>Especially since he was continuously quick to make the connection between theory and current events within our company.<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-2\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-2\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-2\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Unitura - Lieuwe<\/span><\/div><\/div><div id=\"text_block-634-1853-2\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div><div id=\"div_block-563-1853-3\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-3\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>Through Anthon already had the opportunity to take a number of trainings, this already for different departments within the company and directly for my position.<\/p>\n\n\n\n<p>In addition, had some good conversations over coffee where he even gave tips that I now notice the benefits of daily.<\/p>\n\n\n\n<p>The workouts are dynamic and energetic, you stay on track because of those 2 top elements.<br>Training from Anthon is very pleasant and very informative. I always enjoy going there!<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-3\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-3\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-3\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Erik<\/span><\/div><\/div><div id=\"text_block-634-1853-3\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div><div id=\"div_block-563-1853-4\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-4\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>From Consigo Online Marketing we have a very good cooperation with Anthon. The different trainings help the team to serve our clients even better. We really recommend it! In short, a very pleasant cooperation!<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-4\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-4\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-4\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Consigo Online Marketing<\/span><\/div><\/div><div id=\"text_block-634-1853-4\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div><div id=\"div_block-563-1853-5\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-5\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>With our private and business department we were able to get acquainted with Anthon's expertise. We came to many insights together on a broad level. On behalf of our consultants, thank you for your knowledge and enthusiasm. Highly recommended for commercial parties who want to increase the sales level!<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-5\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-5\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-5\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Plumers<\/span><\/div><\/div><div id=\"text_block-634-1853-5\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div><div id=\"div_block-563-1853-6\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-6\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>Anthon provides thorough coaching and training. He makes you think carefully about your vision and goals and is not childish in his feedback. That's something you will benefit from. Highly recommended!<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-6\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-6\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-6\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Roland de Lange<\/span><\/div><\/div><div id=\"text_block-634-1853-6\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div><div id=\"div_block-563-1853-7\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-7\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>Very enlightening to gain insight into the factors that influence achieving our lead follow-up goals. We got tips on how to recognize those factors and how to influence them in a positive way.\u201d<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-7\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-7\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-7\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Gerwin Visscher<\/span><\/div><\/div><div id=\"text_block-634-1853-7\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div><div id=\"div_block-563-1853-8\" class=\"ct-div-block mb-6\" data-id=\"div_block-563-1853\"><div id=\"text_block-572-1853-8\" class=\"ct-text-block mb-2\" data-id=\"text_block-572-1853\"><span id=\"span-579-1853\" class=\"ct-span oxy-stock-content-styles\" >\n<p>What always strikes me is his very broad and deep knowledge of all processes within \u2018sales. Literally from reception\/hospitality over purchase advice to closing. Anthon knows all steps from practice and knows how to translate these training-technical perfectly.<\/p>\n<\/span><\/div><div id=\"div_block-610-1853-8\" class=\"ct-div-block w-full horizontal centered\" data-id=\"div_block-610-1853\"><div id=\"div_block-648-1853-8\" class=\"ct-div-block text-left\" data-id=\"div_block-648-1853\"><div id=\"text_block-617-1853-8\" class=\"ct-text-block font-semibold color-dark mr-3\" data-id=\"text_block-617-1853\"><span id=\"span-624-1853\" class=\"ct-span\" >Alex Hazeleger<\/span><\/div><\/div><div id=\"text_block-634-1853-8\" class=\"ct-text-block text-sm\" data-id=\"text_block-634-1853\"><span id=\"span-641-1853\" class=\"ct-span\" ><\/span><\/div><\/div><\/div>                    \n                                            \n                                        \n                    <\/div>\n<\/div><\/div>\n\n\t\t<\/div><div id=\"div_block-503-1853\" class=\"ct-div-block bg-primary centered px-16 py-20\" ><div id=\"div_block-504-1853\" class=\"ct-div-block w-5by6 items-center text-center py-8\" ><h4 id=\"headline-505-1853\" class=\"ct-headline color-light mb-2 h4\">Now on the road together<\/h4><div id=\"text_block-506-1853\" class=\"ct-text-block mb-4 color-light\" >Schedule an appointment directly in my calendar here<\/div><a id=\"link_text-507-1853\" class=\"ct-link-text btn-m btn-white\" href=\"\/en\/contact\/\" target=\"_self\"  >Making an appointment<\/a><\/div><\/div><\/div><\/div><\/section>","protected":false},"excerpt":{"rendered":"<p>Vaak krijg ik de vraag tijdens een training, \"kan je het even voordoen\". Het volgende zie ik vaak gebeuren.Mensen die perfect kunnen nadoen wat hen is voorgedaan\u2026, maar vastlopen zodra de situatie net even anders is. En dat is precies waarom ik zo sterk geloof in echte training. Je kunt iemand alles voordoen. Tot in [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":3399,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[34],"tags":[16,339,17,67,278,224,47,3,7,9,11,336,338,337,13,15],"class_list":["post-3397","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-nieuws","tag-amersfoort","tag-betere-resultaten-door-een-goed-salesteam","tag-coaching","tag-communicatie","tag-groeien-in-sales","tag-ik-wil-een-goede-verkoper-worden","tag-klantbeleving","tag-klanten","tag-management","tag-omzetgroei","tag-sales","tag-sales-training-in-amersfoort","tag-sales-training-in-amsterdam","tag-sales-training-volgen-in-utrecht","tag-training","tag-verkoop"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Trainen in plaats van voordoen - Het Sales Centrum<\/title>\n<meta name=\"description\" content=\"Trainen in plaats van voordoen daar geloof ik in. Niet blind navigeren maar de route uitvinden, ervaren en leren.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hetsalescentrum.nl\/en\/train-instead-of-show\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Trainen in plaats van voordoen - Het Sales Centrum\" \/>\n<meta property=\"og:description\" content=\"Trainen in plaats van voordoen daar geloof ik in. 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