The quickest way to lose a customer is to give them one more option.
A man walks into a perfume shop to buy some cologne. The salesperson shows him a bottle. He likes it. Then he asks to try another one.
So the salesperson shows him another cologne. At this point, the customer is comparing the two options in front of him.
But the choice is still simple and easy.
Just then, the customer points to a third perfume and asks to try it.
And the astute saleswoman doesn’t simply add it to the other two that were already on the table.
She, however, asks the buyer which two perfumes out of the ones in front of her she should remove first. Because when we’re faced with three similar options, our brain stops choosing and starts worrying.
“What if the other one is better?” And that’s what most salespeople fail to understand. They think that more options make the offer stronger, but the buyer doesn’t feel helped or supported. They feel responsible for making the wrong choice, and when people feel that way, they simply freeze up.
So, stop showing everything you can do. Show only two clear paths or options—not ten.
If you present ten different paths or options to someone who has to choose, by creating this confusion among the varied (and numerous) options, they end up not choosing the best or the second-best—they end up not choosing any of them at all!
How many times in your life have you felt this way? How many times have you been presented with various scenarios and found yourself stuck, not knowing which one to choose, because the confusion in your mind at that moment was so overwhelming that it prevented you from thinking rationally?
Image by Christophe BILLARD from Pixabay
Original text written by @xrayman in Portuguese and translated with DeepL.com (free version)
That’s a great insight; I’m going to apply it to my daily life and my work as a salesperson. Thank you.
Congratulations @xrayman! You have completed the following achievement on the Hive blockchain And have been rewarded with New badge(s)
You can view your badges on your board and compare yourself to others in the Ranking
If you no longer want to receive notifications, reply to this comment with the word
STOPCheck out our last posts:
Congratulations @xrayman! You received a personal badge!
Wait until the end of Power Up Day to find out the size of your Power-Bee.
May the Hive Power be with you!
You can view your badges on your board and compare yourself to others in the Ranking
Check out our last posts: