Why Fair Bills Trigger Survival Instincts
Format: Pre-call Runtime: ~8 minutes Source: Psychology , scarcity mindset (Mullainathan & Shafir, 2013); financial trauma; the persistence of scarcity thinking beyond material scarcity Heading out to a call and thinking about something I figured out a few years back about a particular kind of price conversation. There are customers who are price-sensitive because they're in a tight spot right now. That conversation has a certain feel , direct, practical, they know what they have and what they need to work with. And then there's a different kind. Someone whose concern about the price doesn't…
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