Do dollars or percentages work better in sales?

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.

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Do dollars or percentages work better in sales?

Making the numbers matter

Art Seifert, Glatfelter Insurance Group

DISCLAIMER