{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Your Value Doesn\u2019t Matter Yet","description":"Sales professionals can spend enormous energy making sure a prospect understands their value, and it still isn't enough to move the deal. In this episode, Dan and Pam explore why that happens, and why demonstrating value is the wrong focus entirely. A prospect\u2019s brain reacts to change the same way it reacts to any perceived threat \u2014 and without a reason to think past the present moment, staying where they are will always feel safer than making a change. If you've ever been tempted to lean harder on your value or expertise when a deal started to stall, this episode is for you. Follow and subscribe to our YouTube channel: https:\/\/www.youtube.com\/@BreakingSalesPodcast\/videos ","author_name":"Breaking Sales","author_url":"https:\/\/www.lappin180.com\/podcast","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/42808675\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/item\/42808675"}