The Race To The Bottom by Craig Lockerd

Stop it. Slow down. The reason why customers are so stuck on price is because WE are stuck on price...

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Comment by Craig Lockerd on March 18, 2012 at 10:08am

Thanks Bill

Comment by Bill Gasson on March 17, 2012 at 9:07pm

Very good point !

Comment by Craig Lockerd on March 13, 2012 at 12:10pm

Great point Rob.....

 I think basically we are motivated to do most anything by two basic human needs...Avoid Pain and Seek Pleasure....both feelings of course

Comment by Rob Fontano on March 13, 2012 at 11:59am

Great piece Craig! You are spot on in that the consumer buys based on emotion! Why else would anyone trade in a vehicle that they are 6 grand upside down in just to get a newer model. It's not the customers perception of price or money in general, it's the sales persons perception.

Sales people need to block out the negative media message that the world is ending and re-focus on what really motivates people, as you said "How it makes them feel". Until the sales person can get their head right in their own personal feeling about money and the economy it will always haunt them from the darkest part of their psyche during the selling process.

Comment by Craig Lockerd on March 13, 2012 at 11:21am

 Isn't it true,we all do in fact buy on how we imagine using that product or service will make us FEEL?

Comment by Craig Lockerd on March 9, 2012 at 1:01pm


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