Paul shares some ideas on how to move that deal past procurement and on to the close. Show Notes Reach out to other decision makers on the project and have them champion your solution with procurement. Introduce a benign sense of fear. What does that mean? Find out what scares this procurement buyer more than your price. Establish a deal timeline to help generate some urgency in their buying decision. 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.