Paul talks with Carrie Burggraf, of Home Care Assistance of Missouri LLC, about the importance of going beyond price and helping the prospect understand the emotion behind their decision. Show Notes  “When you’re in sales every day looks different.” Carrie Burggraf Are you “uninvested” in your outcome (i.e., the sale), and more empathetic to the prospects needs? Find out why: “I have actually gotten as many referrals from people I didn’t help as people I did help.” Carrie Burggraf Enlarge the conversation beyond price: “Asking a lot of questions to understand what they’re trying to accomplish and what their thinking is and helping them figure out their priorities can help you show value over price.” Carrie Burggraf Ask the customer, “If you do nothing, is there a cost to that?” Carrie Burggraf Emotion plays a role, so we, as salespeople, have to understand that and make that part of the process. Find out more about Home Care Assistance. 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! *** 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. Thank you to our production team at The Creative Impostor Studios. 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.