I helped a client cut their sales cycles in half, across a team of 20 sellers, by simplifying the options they proposed. It boosted close rates by 32%.

TL:DR When we present yet another option to our prospects, we’re making it harder for them to say yes. KISS: Keep It Stupid Simple.

Complex solutions can make me feel smart. But I’d rather be rich.

Back to the client… I analyzed hundreds of their deals. The ones that closed fastest, at the highest margin, were offered fewer choices, not more.

This is the preference paradox at work. Both sellers and buyers can fall into its trap:

When I’m selling it’s tempting to believe:

• More options demonstrate expertise

• Choice creates competitive advantage

• Flexibility wins business

• Customization proves value

🍑 Big but: When I present multiple solutions, I subconsciously reduce my own conviction. My pricing confidence wavers. My ability to guide decisively diminishes.

For the buyer:

• Each new option increases cognitive load

• Decision confidence decreases with variety

• Analysis time extends exponentially

• Fear of making the wrong choice intensifies

There’s some old school sales wisdom here… A confused mind never buys.

I transformed my approach and I help clients do the same:

• Lead with one clear solution

• Position limited variations as ill advised upgrades / downgrades, not options

• Guide decisions instead of presenting choices

• Build conviction through constraint

Herbert Simon, Nobel laureate in Economics: "A wealth of information creates a poverty of attention."

The results? Shorter sales cycles. Higher average deal size. Increased close rates.

Remember: Your role isn't to showcase everything you can do. It's to guide your prospect to the best outcome with clarity and conviction.

I’d rather be remembered as rich as f*** than smart as s***.

#SalesStrategy

#BehavioralEconomics

#DecisionScience

#FewerOptionsMoreMoney

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