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.

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