It’s a natural inclination for any sales professional to present dozens of options. After all, the more options, the more opportunities for a sale right? Back when I sold manufacturing technology, I had a sales manager who encouraged me to present prospects with multiple options for a line of products we offered. His thinking was “Show them all that we have, so they can make an informed decision.”
Sounds good right? But actually the opposite is true. It was a valuable learning experience for me, because I learned that people really don’t want to make any more decisions than they already have to. When consumers are already bamboozled with a variety of choices, they often take the path of least resistance, which is to do absolutely nothing. So stop unloading your catalogues of information on people. Instead, do your homework, find specific solutions to specific problems they face.
Your sales and marketing presentation should avoid giving people to much to think about at one time. The same applies to your website or that powerpoint presentation you’ve loaded with bullets of facts.
