Paul lays out the foundation for a proposal with impact. Show Notes: “Lead with the customer’s needs. Don’t hit them with price or bore them with everything they didn’t want to know about your company.” “When the buyer is hyper-aware of their needs, they’re more likely to disrupt their status quo.” Detail the impact of your solution. Discover the three important “Why” questions. Dress up your proposal! Build that perceived value. *** (If links below are not clickable, visit us at https://www.theqandasalespodcast.com.) Click here to pre-order a copy of Selling Through Tough Times! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** 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. 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.