Paul lays out three tips on persuading your prospects and customers. Show Notes Analogy is a very effective tool in selling: Lay out the broader concept that you’re selling Identify how the buyer already uses this concept in business Show the linkage within your solution Change is more likely to happen when that change emanates from within. Lead the buyer in a way that helps them self-discover their needs and the solution to those needs. Invoke the law of reciprocity. Offer complimentary products, services, demos, even lunch. The customer may feel the need to reciprocate. 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.