Paul tackles the issues that many salespeople have with the idea of selling to that ultimate decision maker. Show Notes You should be calling on high-level decision makers from the start! Tune in to find out why (and how). When you’re interacting with a high-level decision maker, you have to provide meaningful insight. Tell them something they don’t know already. Fewer than 10% of salespeople call on the ultimate decision maker. When meeting with the high-level decision maker, emphasize how your solution will help them generate brand loyalty or retain customers. 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! Interested in our public seminar offerings? Click here to learn more. *** 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.