Paul shares four ideas when going above or around your existing contacts. Show Notes: What is the greater risk, losing a sale, or losing a relationship? “Remember, your job is to sell, not just build relationships.” “Try asking the buyer for forgiveness, and then asking for their permission.” “If you have a strong relationship, then ask the buyer why they’re hesitant to introduce you to the ultimate decision-maker.” Coordinate a high-level schmooze. Have your high-level contact meet with their high-level contact. Those two high-level decision-makers speak the same language.  If all else fails, offer a new decision for your prospect to make. Recommend a bigger solution that has a greater impact across multiple departments.  Make it a big day! 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. Check out Paul's interview on Podcast Envy here. *** 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.