Paul shares his thoughts on dealing with a customer or prospect that has shut down communication. Show Notes “…whatever you are selling, it might be a priority to you, but chances are, it’s not a priority to your customer or prospect.” Your customer or prospect has other things on their plate. “Does this message align with how the customer defines value?” Something’s changed. Find out what that is. “Every touch point that we have with our prospective customer is an opportunity to differentiate ourselves and promote our ....” Follow up when it’s convenient—for the customer. “We’ve all been strung out on a long maybe.” Don’t be a prisoner of hope. 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. If you want to launch a show in Q1 of 2021, the time to begin is NOW. *** 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.