The Weekly 3 is a round up of all the posts for the week boiled down to 3 sentences. If the 3 sentences spark your curiosity, read the full post.
Choices - Your Worst Enemy
- Giving a customer/prospect too many choices leads to their having decision paralysis (and to your leaving without the sale).
- Our customers' brains must process the input of choices presented them and understand the myriad array of scenarios those choices lead to before it can output a decision.
- Choices increase the unreasonableness of expectations (the more choices, the more possible it is to find "perfection"), and the need to satisfy expectation is much stronger than the satisfaction of making a decision.