More expensive to less expensive...

A skilful and experienced insurance consultant will show you an expensive policy first, then show you the next one that is less expensive. When you see the expensive policy you might flip because of the high price budget item. Then, to your relief, you see the next policy with a price within budget. You think, you can afford that because comparatively it is cheaper and affordable. Because there's comparison, so you can appreciate the difference and cheaper in pricing.

Just as a salesman selling you furniture. If you visit the furniture store, he keeps taking you to the same furniture at cheap prices and ask you to buy because that's within your budget, you do not feel any difference, you just see the same annoying cheap furnitures whenever you visit. However, if the salesman takes you to the expensive corner for expensive furnitures, and then take you to the cheaper section, you might sense the difference in pricing and start to calculate how much you save if you go for the cheaper models. 

Well..it may or may not work for some people, but the importance is to create a comparison between the expensive and less expensive, or the good and the worse. So, that people think they are getting a bargain. This is not just in selling a service or furniture or products. If you want to know how to sell yourself up to the top, you may want to check out the communication books at www.how2talkeffectively.com