The Disrupt-Then-Reframe
Confuse for one second, then hand them the answer.
What it is
You say something slightly odd that makes the brain stall for a moment. Then you immediately give a simple frame. In that tiny gap, people accept the frame without checking it. Researchers Barbara Davis and Eric Knowles tested it in 1999 by selling charity note cards door to door. “This package sells for 300 pennies... that’s $3/€3. It’s a bargain.” In one study, about 70% of households bought with that pitch, against 25-35% with the plain or half versions. Both parts were needed.
Spot it
A strange phrase, a weird number or a sudden switch, followed straight away by “So...” or “That’s a bargain.” You feel a small blip of confusion, then a conclusion arrives ready-made.
Counter it
Notice the blip. Slow down. Restate it plainly in your own words. “So it’s $3/€3. Do I want it for $3/€3?” Confusion should mean wait, not yes.