Paul explores the scenario in which an existing customer asks for a discount on new business based on a previous bad experience. Show Notes  “Nobody is 100% 100% of the time.” “View those moments where we mess up as opportunities to build…” Be able to detail what your company did to solve the problem. Remind the customer of their pressure points to buy your solution. How can you build more value in without affecting the price? *** (If links below are not clickable, visit us at https://www.theqandasalespodcast.com.) Click here to pre-order a copy of Selling Through Tough Times! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.