Paul shares three ideas to manage pending deals during this pandemic. Show Notes: People are emotional and irrational in good times; they are more emotional and irrational in tough times. So, rely on the logic they've already used. "All this uncertainty is clouding our judgment, so let's use our previous logic and reasoning." "Pressure takes the focus off of price. Pressure also establishes urgency in the buyer's process." "Social proof will help play on the herding mentality." "Remind your customer the greater cost, doing nothing." FOMO is real. Remind the customer of what they are missing. Click here to purchase the latest copy of Value-Added Selling! The Tough Times Planning Tool is available in the download section! *** Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered.  The Q and A Sales Podcast is edited by The Creative Impostor Studios. Book a complimentary consultation about your show at http://www.thecreativeimpostor.com/qanda Thank you for tuning in. Make it a big day. http://www.theqandasalespodcast.com