Does too many choices cause resistance?

Originally Posted by AZBroker For instance, the more homes an agent shows a buyer the higher the chances that the buyer will become overwhelmed and not make a decision.

Too many good choices makes it hard to choose.

Originally Posted by Marcus Too many good choices makes it hard to choose.

I agree - K.I.S.S - Keep it Simple Stupid.

Excellent, excellent observations, all of you...you guys are good!

Sorry, I have been away for so long, started a business and been dedicating 500% in that direction.

Ok, I think it is true that a salesperson can give too many options.

But, here is the question: How many choices should be given?

I know a great deal of it depends on what kind of product or service is being presented, but let's look at the difference between them.

1. Two Choices - the easiest goto becaue it is black and white, red and green. But remember, there is gray between black and white and yellow between red and green. I think 2 choices is not the way.

2. Three choices - I think it is perfect. Why? Well, the name of this section is called persuasion - which can clearly be defined as control - the single most important tool in sales. Here is the question - do you really want to give a choice or do you want them to choose what you want? Adding the third choice strengthens the control by giving them an obvious wrong choice to make the choice you want to pick stand out better.

That's all I have to say about that...

Also, here are the choices

1. The one they do not want
2. The one you think is best
3. The one they wish they could pick

Originally Posted by Ed Callais 2. Three choices - I think it is perfect.

My gut feeling is that one or two choices feels limiting somehow and choosing from the top three choices feels right.

Many highly successful life insurance agents offer a range of choices. They show the projected results of a minimum premium (cost) insurance policy and a maximum premium policy.

The agent tells the prospect that the projected results will vary proportionally to the premium amounts. Then, they work together to decide how much premium the prospect wants to pay in order for him/her to get the results that amount of money will buy.

The large amount of choices is great when you are considering insurance - a general low cost item. I think if you are dealing with higher end items, yes - you want choices - but the more choices you have, the easier it is to lose the customer. Time spent a customer, to me, should be focused on a limited amount of quality choices because I personally think if you have too many, then they start finding fault in little things.

Originally Posted by Ed Callais The large amount of choices is great when you are considering insurance - a general low cost item. I think if you are dealing with higher end items, yes - you want choices - but the more choices you have, the easier it is to lose the customer. Time spent a customer, to me, should be focused on a limited amount of quality choices because I personally think if you have too many, then they start finding fault in little things.

In the example that you are referring to, I suggested a wide price range, and focusing on three choices within that range. Perhaps I didn't make that clear. Or, maybe it is clear and you disagree.

Many of the agents that we train are earning average commissions of $3,500 to $7,000 per sale, and they close 3 to 6 sales per month. Is that what you mean by "a low cost item?"

Ah, you are doing corporate sales in insurance. That would apply with the choices for them. But on one sidenote - I think because of the results of a wrong choice in that field, more are better.

Sorry for the confusion.

Ed