Confuse Then Simplify Pattern Interrupt Technique

How reframing prices increased sales by 50%

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Salesmen who used this pattern interrupt above had 40% to 55% more sales than those who didn’t.

A study was conducted in 1999 by the University of Arkansas where students went door to door selling notecards for a charity. First, they would introduce themselves and say they were selling notecards for a local charity and ask the person answering the door if they would like to know the price. In the control group the student(s) would tell prospects who indicated they wished to know the price that the notepads cost $3. In another group when the persona at the door indicated that they wanted to know the price they would tell them that they cost:

“Three hundred pennies,” they would then pause briefly and continue, “That is $3 - you’re getting a bargain.” 

Salesmen who used the pattern interrupt above had 40% to 55% more sales than those who didn’t. 

Here’s an example of how successful insurance sales reps use this when presenting prices. It is particularly useful for disability insurance policies. Let’s presume you have a policy that costs $100 per month and pays a monthly benefit of $2,500 per month. The client owns or works at a store that specializes in selling golfing goods. How would you present the numbers? What would you say them?

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