In this episode, Paul shares five common mistakes that salespeople make. Show Notes: Failing to plan and prepare is the most common mistake. Failing to plan is the height of arrogance or just pure laziness. Ninety-five percent of top-achievers plan every call.  Never accept a no from someone who cannot say yes. You must get in front of the right decision-maker. Following-up with a customer demonstrates your professionalism.  Where is your focus on the sales call? Are you focusing on the customer or yourself? Empathy gives you the ability to view the world through the eye of the customer.  Most salespeople don’t understand their company’s value proposition. That’s why many sellers can’t compellingly communicate their value.  Click here to purchase the latest copy of Value-Added Selling! Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. *** 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.  Thank you for tuning in. Make it a big day.