Paul shares his thoughts on dealing with a customer or prospect that has shut down communication.

Show Notes

“…whatever you are selling, it might be a priority to you, but chances are, it’s not a priority to your customer or prospect.”

Your customer or prospect has other things on their plate.

“Does this message align with how the customer defines value?”

Something’s changed. Find out what that is.

“Every touch point that we have with our prospective customer is an opportunity to differentiate ourselves and promote our ....”

Follow up when it’s convenient—for the customer.

“We’ve all been strung out on a long maybe.”

Don’t be a prisoner of hope.

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