It might sound as a paradox, but it is true. The more options you give a prospect to choose from, the higher the chance that he will choose none of them. In psychology, this phenomenon is referred to as the „paradox of choice“ – the possibility to choose from various options sounds tempting, but in reality leads to frustration, paralysis, information overwhelm and unhappiness. Here are several tips in regards to the myths surrounding the amount of information and the number of options that salespeople give to prospects.
