Paul provides great tips to convince those naysayers, those guardians of the status quo, that your solution is worth the change. Show Notes First things first. Analyze why this individual is hesitant to change. Were they part of the discovery, or were they brought in later? Is this decision maker aware of the broader issue or problem your solution provides, perhaps for a different department or location? Read them into the situation. Don’t camouflage your solution. Be sure to point out the contrast of what your solution will do compared to the status quo. Maximize information flow. This helps build familiarity with your name, your company’s name, and your solution. Share case studies from other customers of how easily your solution is implemented.  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.