Paul addresses this common tactic designed to throw you, the salesperson, off your game. Show Notes Review the types of questions you’re asking. Are they open-ended or close-ended? Direct or indirect? Always get permission to ask questions. Be transparent and ask the buyer why they’re hesitant to share information. Rebalance the pressure. (Tune in to find out what Paul means by that.) Enlarge the conversation to remind the buyer of the complexity of their needs. 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.