Stop it. Slow down. The reason why customers are so stuck on price is because WE are stuck on price...
Very good point !
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
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.
Isn't it true,we all do in fact buy on how we imagine using that product or service will make us FEEL?
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