Paul dives deep into the three levels of decision makers in Value-Added Selling. Value is personal. Each type of decision maker is going to define value in a different way. Level I This decision maker needs a _____________ solution. "Don't take a no from someone who can't say yes." Level II Level IIs influence the ….  Demonstrate how you can make their life easier.  Level III (High-level Decision Makers) High-level decision makers (HLDMs) need partnerships to achieve their business goals. "HLDMs are the least likely to…." Remember, everyone is afraid of something more than paying a higher price.   Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios. ​Click here to to receive a 5-day sequence of podcasting prompts from producer and strategist Andrea Klunder to get you moving in the next right direction. You'll be able to choose Dream, Launch, or Grow -- custom for where you are right now on your podcasting path. *** Our show is updated weekly with the questions you ask. So, please use the form on our website to ask your top sales questions.  If you liked what you heard, follow our show in your favorite app, share it with a friend or colleague. Most importantly, make it a big day.