Paul provides tips on asking questions during discovery to encourage a good information exchange. Show Notes  Direct questions can often be high risk and may turn the buyer off. Try it this way: “What’s important to you when making your buying decisions?” When the customer brings up price, set it aside. Focus the conversation on the outcomes the customer wants. If the customer still wants to talk price, call attention to what they’ve said is important to them, then ask, “Is the price you’re willing to pay consistent with the outcomes you want to achieve?” 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.