Stop, look, and backtrack. Probe for grievance.
YOU: So as we look at these figures , the plan that would be most successful is...
RICKLES: Hey, I saw this plan in a book once. It was in Chapter 11. (yuk, yuk, yuk)
YOU: Huh?
RICKLES: Or maybe it was Chapter 13...you know, as in bankrupt. (Under his breath) Boy you must be a twin. No one person can be that stupid.:
YOU: (Pausing, you breathe deeply as you slowly turn to face Rickles. Looking him right in the eyes, you backtrack and probe for the hidden grievance.) "Rickles, I hear you say, 'I must be a twin, no one person can be that stupid.' What are really trying to say?
RICKLES: (Now, we are going to let you choose for Rickles! Enjoy the power!)
Ten Types 
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