{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Operator's Canon","title":"They Admit It's Better and Still Won't Switch, Loss Aversion","html":"","width":"100%","height":180,"duration":490,"description":"A SaaS founder built a genuinely better tool — faster, cleaner, does things the incumbent can't — and prospects agree it's better and still won't switch. Brian and Dave get into why \"better\" often isn't the whole thing standing in the way: buyers aren't only comparing your product to the incumbent's, they're weighing the pain of switching against the pain of staying — and, as Kahneman and Tversky's work on loss aversion suggests, a loss can weigh more heavily than an equal-sized gain. They cover how to shrink the real cost of switching, how to make the quiet cost of staying visible, and the honest limit — sometimes staying put is the rational call. Monday Move: call one prospect who told you the product was better and still didn't switch, and ask one question — \"What, specifically, felt risky about moving?\"\nWritten version and this week's Monday Move: The Operator's Library at mmsvegas.com.","thumbnail_url":"https://img.transistorcdn.com/aQIfTzLICsQKCtBAGh5CfKZmI8srAf5E3AuKQIGsZ9E/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9jM2E0/MDA5N2EzMWVlYTVk/NTNiYTIwYThlY2Yy/NTQ2YS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}