As I’ve begun to sell products/services and packages I’ve come to realize how important the lesson of “The Paradox of Choice” is to selling. Take this case in point.
You have two sales man come to you to sell a widget.
- Sales Person A – Tells you about 20 different things and how they can be customized and tweaked to get exactly what you want.
- Sales Person B – Tells you you’ve got 3 choices, where one of those options will give you just about everything you need.
Which sales pitch is simpler? Which sales pitch will work if the person you are selling to only understands about 5 of the 20 things you just mentioned.
Less is more when it comes to selling.