Paul dives deep into the three levels of decision makers in Value-Added Selling.

Value is personal. Each type of decision maker is going to define value in a different way.

Level I

This decision maker needs a _____________ solution.

"Don't take a no from someone who can't say yes."

Level II

Level IIs influence the …. 

Demonstrate how you can make their life easier. 

Level III (High-level Decision Makers)

High-level decision makers (HLDMs) need partnerships to achieve their business goals.

"HLDMs are the least likely to…."

Remember, everyone is afraid of something more than paying a higher price.

 

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