Paul focuses on building strong customer relationships. Those relationships matter. Show Notes In two separate buyer surveys, “relationship with the salesperson” ranked higher (more important) than price. Expand your footprint and meet multiple decision makers. The more people you meet with, the more protected the opportunity will be. You are in the “hero” business. Make your customer look like a hero to their company, to their customers. Ask tinkering questions. These questions will generate discussion on how you can get better for your customer. 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.