Paul addresses the customer’s need for quantifiable proof of your solution’s viability. Show Notes  How does your solution impact the customer’s profitability or cash flow? Does your solution reduce overall cost for the customer? Let the customer know. How does your solution create new opportunities for the customer? “Focus the customer’s attention on the most immediate and the most tangible outcome.” Make the customer part of the data-gathering process. This adds validity to the information you provide. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! 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.