Stefan Mikes
Gravel e-biker
- Region
- Europe
- City
- Mazovia, PL
@Brad Crouch: FYI, the little Pedaluma knows nothing about the Creo.
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Bike is getting mushy
- Thread starter Brad Crouch
- Start date
PedalUma
Well-Known Member
- Region
- USA
- City
- Petaluma, CA
Other than I have sold them and worked on them in a Specialized shop. But that is a failed attempt to moving the spotlight onto a different, ad hominem, and irrelevant topic. This is about Brad and the vampire corp. Let's hold the focus steadily there. I want to see about their offer to get more money than the initial $1200.
Stefan Mikes
Gravel e-biker
- Region
- Europe
- City
- Mazovia, PL
Did they fire you for incompetence?
PedalUma
Well-Known Member
- Region
- USA
- City
- Petaluma, CA
Phase 1: How the Sunk Cost Pitch Works
The pitch relies on the Sunk Cost Fallacy—the cognitive bias where people continue an investment (money, time, or effort) because of what they already put into it, even if continuing is not the best choice.
Salespeople trigger this through a three-step framing:
Phase 2: The Bridge to the Loyalty Discount
The "Loyalty Discount" is the closing mechanism of the sunk cost pitch. It bridges the gap by making the customer feel like they are recouping their lost funds rather than spending new ones.
Here is how the transition happens logistically and psychologically:
[Initial Investment] ➔ [Threat of Obsolescence/Loss] ➔ [The Loyalty Discount Bridge] ➔ [The Upgrade]
1. Validating the "Sunk Cost"
The salesperson validates the customer's anxiety about losing their previous investment.
2. Introducing the Loyalty Discount as an "Asset Transfer"
Instead of asking for a flat fee for the upgrade, the salesperson introduces a loyalty discount. Psychologically, this transforms the "sunk cost" into a liquid asset or "trade-in credit."
3. Framing the Math (The Ultimate Hook)
The discount changes the customer's math equation from "Am I willing to spend more money?" to "Am I willing to leave money on the table?"
Why this Combination is Highly Effective
Direct comparisons show how shifting from a standard sales pitch to a sunk-cost loyalty bridge alters customer perception:
Ultimately, the bridge works because it reframes spending money as a way to save money and honor past decisions.
Let's keep the focus. There is still an outside chance that the particular Specialized is not well rehearsed in this Specialized pitch. We will see if they stay to script or wander and fail.
The pitch relies on the Sunk Cost Fallacy—the cognitive bias where people continue an investment (money, time, or effort) because of what they already put into it, even if continuing is not the best choice.
Salespeople trigger this through a three-step framing:
- Remind them of their investment: The rep highlights exactly how much money or time the customer has already poured into the current product or service.
- Introduce the "waste" threat: They show that if the customer stops now, switches brands, or stays on an outdated plan, that initial investment will go to waste (e.g., losing data, losing out on modern features, or letting equipment become obsolete).
- Position the upsell as protection: The higher-priced item or add-on is framed not as an "extra expense," but as a safeguard to make sure the original investment wasn't for nothing.
Phase 2: The Bridge to the Loyalty Discount
The "Loyalty Discount" is the closing mechanism of the sunk cost pitch. It bridges the gap by making the customer feel like they are recouping their lost funds rather than spending new ones.
Here is how the transition happens logistically and psychologically:
[Initial Investment] ➔ [Threat of Obsolescence/Loss] ➔ [The Loyalty Discount Bridge] ➔ [The Upgrade]
1. Validating the "Sunk Cost"
The salesperson validates the customer's anxiety about losing their previous investment.
- The Pitch: "You’ve already invested $7,200 in our Version 2.0 system over the last years. It would be a shame to let that go to waste now that Version 2.0 is being phased out."
2. Introducing the Loyalty Discount as an "Asset Transfer"
Instead of asking for a flat fee for the upgrade, the salesperson introduces a loyalty discount. Psychologically, this transforms the "sunk cost" into a liquid asset or "trade-in credit."
- The Pitch: "Because you are a valued customer who already invested that $7,200, we aren't going to make you start from scratch. We are applying a 15% Loyalty Upgrade Discount to Version 3.0."
3. Framing the Math (The Ultimate Hook)
The discount changes the customer's math equation from "Am I willing to spend more money?" to "Am I willing to leave money on the table?"
- Without the Bridge: "Version 3.0 costs X." (Customer thinks: Too expensive, I'll stick to what I have.)
- With the Bridge: "Version 3.0 is normally X. But using your existing loyalty equity, you can upgrade for just Y. If you don't upgrade now, you lose that credit Y value entirely."
Why this Combination is Highly Effective
Direct comparisons show how shifting from a standard sales pitch to a sunk-cost loyalty bridge alters customer perception:
| Strategy | Customer Perception | Risk of Churn |
|---|---|---|
| Standard Upsell Pitch | "They are trying to squeeze more money out of me for features I might not need." | High (Customer feels pitched to and may shop around). |
| Sunk Cost + Loyalty Bridge | "They are helping me unlock/save the value of the money I already spent." | Low (Customer feels rewarded and fears losing the "deal"). |
Let's keep the focus. There is still an outside chance that the particular Specialized is not well rehearsed in this Specialized pitch. We will see if they stay to script or wander and fail.
Stefan Mikes
Gravel e-biker
- Region
- Europe
- City
- Mazovia, PL
...or for being stoned all the time and unable to work? I can remember the story you told yourselves Uma: you were given a Vado for the commute. As the battery was falling out, you tied it to the frame instead of repairing the lock. I think that was the time you developed your aversion to Specialized.
PCeBiker
No-Hands No-Pedaling No-Credentials
- Region
- Canada
No, but
's always happen, and Special Eyzed has enough money to cover up battery fires with NDA's.Specialized mechanics aren't allowed to be competent without permission.
@PedalUma doesn't smoke pot.
He gets paranoid cuz his brother went to jail for smoking pot.
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PCeBiker
No-Hands No-Pedaling No-Credentials
- Region
- Canada
Gionnirocket
Well-Known Unidentified Member
- Region
- USA
- City
- Y. O.
Appears to me some brains have gotten mushy as well.
What will we do without these experts of everything to guide us.
What will we do without these experts of everything to guide us.
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