Do dollars or percentages work better in sales?

By Art Seifert, Glatfelter Program Managers on July 6, 2016

Making the numbers matter

Sales Tip:

When discussing big deviations in small denominations … always use the dollar value and NOT the percentage. When discussing big dollars on big denominations, always use the percentage NOT the dollar value.

For example, Bob pays $4 for a cup of coffee at Starbucks when he could have paid $2.50 at a local diner. In this case he only paid a $1.50 more … what’s the big deal? But if you told him he paid 60% more for his coffee, he would he horrified.

If an insured’s premium is going from $525,000 annually to $575,000 it’s only increasing a hair over 10% not $50,000.

Always think of numbers contextually before deciding to use dollars or percentages.


Art Seifert, Glatfelter Program Managers

Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.

Related posts

Transitioning from an insurance agent to an adviser is about more than how you represent yourself – it's about value selling and providing sound advice.

Continue Reading

The real you is who your clients and prospects will connect with. Forget about perfect professionalism and get real to get better results.

Continue Reading

One of the best ways to find a new source of premium is to find a new industry to specialize in. But finding the right fit for each agent can be tricky.

Continue Reading

Submit a Comment