Paul discusses the unique and complicated aspects of multi-million dollar sales with Carter Alexander of Aviation Commerce and Shared Sky. Show Notes The process may be different, but it’s still about relationships. “The most time-consuming aspect of it is just getting past the layers and getting to the decision maker. Because guys that are at that level of stature make pretty quick decisions and they can live with those decisions pretty readily.” Carter Alexander Attitude drives behavior. Have the faith that you will get the deal done. Acknowledging the small wins will help you stay focused on those long sales cycles. Find out more about what Carter Alexander does at AviationCommerce.com and SharedSky.com. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. 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.