Customer Service Training TIps

The Rule of Three

When selling or proposing your ideas, keep in mind the “Rule-of-3”. Movie theatres found that when they sold only “large” and “small” drinks, they sold equal amounts of each. To sell more of the “large” drinks, they offered a third “jumbo” size. The result: because people tend to avoid extremes they most often selected the safe middle ground, and bought “large” drinks. Translation, when you have an idea or something to sell, you’ll often get better results by adding two surrounding alternatives.

 Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author.   For more tips, training tools or to inquire about engaging Jeff for your team visit


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