Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price. Show Notes Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer). As a customer-focused seller, you’re not changing the conversation from price to avoid what the customer wants to discuss, rather, you’re helping the customer get out of their own way. Keeping it simple is not always the best path. Help your customers understand the complexity of their needs. Ask the right questions to help shift the customer’s focus from short term to long term—from sacrifice to outcomes.  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.