Paul offers tips on how to sell a better solution than the buyer is accustomed to. Show Notes Predispose the buyer to your message of value. Ask questions that cast doubt on the solution they are currently using. Present the impact of a more comprehensive plan or solution. Conversely, make the buyer aware of the potential consequences of staying with a less comprehensive policy or solution. “The impact is what compels a buyer to act.” Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! 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.