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

Using this 1 simple business practice can help insurance agents to ensure customer retention success within their agency.

Continue Reading

We need to know what our customers are interested in and how they respond to us vs. our competitors. If we ignore this information and carry out campaigns and sales processes without any...

Continue Reading

You have important professional goals. When your mind becomes distracted by interruptions, however, your productivity and ability to successfully attain those goals is inevitably delayed.

Continue Reading

Submit a Comment