Paul shares some ideas on this crucial question of discernment. Show Notes  Be proactive. Know the business you want to pursue and what not to pursue. Profile your best customers to help you find new customers. Create a profile for the customers you want the competition to have. Determine the opportunity cost: Is what you sacrifice worth what you gain from this customer? Be sure you’re getting as good as you’re giving. This may mean a price increase to the troublesome customer. Are they willing to pay for your value? 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.