Episode 64 - The Third R of Resistance
After discussing Kurt's upcoming visit to the Middle East, Kurt and Steve launch right into this week's article.\xa0 According to a recent article from Science Daily, toddlers who exhibit low empathy are in for a tough life.\xa0 The study says that there will be long term problems with aggression.\xa0 The good news is, it's not too late to fix it.\xa0
\nAfter the article, Kurt and Steve get into the Third R of Resistance, which is "resources."\xa0 We're all taught in sales that we need to qualify our prospect.\xa0 Mostly this centers around money, but there are other resources that need to be in place such as time, support, staff, etc.\xa0 We know that most of the time when prospects tell us they don't have the resources, it's not true.\xa0 They've just learned over the years that lying about resources is a quick way to make you (the evil salesperson) go away.\xa0 When it comes right down to it, most of the things that we buy are not based on price.\xa0 Value is the key, and value is a perception.
\nWhat are your prospects comparing your product or service to?\xa0 This allows you to benchmark value.\xa0 You get to decide what they compare it to!\xa0 Be careful to choose what other products and services your compare and contrast your product with.\xa0 Do it right, and people will pay a lot more.\xa0 Do it wrong, and they won't pay you anything!