Manage episode 264682371 series 1330443
There is a strange psychological phenomenon in regard to drawing conclusions. If someone tells us exactly what to do, our tendency is to reject that forced choice. Especially when we feel like it is our only option.
The solution is to offer your prospects a few options so that they can make the choice for themselves. People feel the need to have freedom and make their own decisions. If forced to choose something against their will, they experience psychological resistance and feel a need to resist the decision.
The challenge is there are a few downsides to using options and choices. For example, too many options can paralyze your prospect. Discover a few more “what to do,” and a few more “what not to do,” on this week’s podcast. Join me for the podcast on The Power of Choices and Options - A Key To Your Close.