Paul addresses different techniques to help you uncover buyers’ needs. Show Notes “Asking better questions will force the prospect to think deeper.” Remind the customer of the cost of sticking with the status quo. Identify what the customer will gain from making a change, not what they sacrifice. Remove barriers and make the change as easy as possible. 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.