Paul continues his decision-maker series by focusing in on the financial buyer (CFO/Controller). Show Notes These decision makers (DMs) help the other DMs make better decisions. Their science is accounting, and numbers don’t lie. “Always determine the power-base distribution in the opportunity that you’re working.” “These financial buyers may not be the ultimate decision maker, but they will….” Financial buyers want to see improved cash flow and mitigate risk—so no guesswork, chance, or intuition. Demonstrate a good return on investment (ROI). *** Learn more: 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.