"Give people three options and they will most commonly pick the middle." Sales adage
Sales is as much a science as any other area of study in psychology. Maybe even more interesting than many as we are all affected daily by sales.
As consumers, we are continually weighing options. We are trying to find the best utility for the lowest possible investment. We are cheap but do not want cheap quality. Mostly, we want to feel as though we won or got the better end of any deal...every time!
Welcome to the world of GOOD, BETTER, BEST. This is the place where the sales person has taken control of your options and allowed you the ability to select your ideal circumstance based on their expert information and your final decision.
Why does this work so well? It is simple.
2 DEGREE SUCCESS STEP: One word: CONTROL
By a salesperson eliminating the vast array of options and only allowing you to focus on three, you are more attentive to the solutions without varied measures of options. At the point you are examining the "Good, Better, Best" scenario, you are already committed to a purchase. You have examined your varied options, whittled down to a specific type or product or service and are now weighing value and cost.
What if you were better at doing this for the people you worked with? You may say, "I am not in sales," but we all know you are negotiating time tables, commitments, and more. Thus, you are in sales.
Next time you are asked to do something, give the person three options. Narrow down their expectations into three categories YOU control and manage well. Let them pick from what YOU can fulfill...and leave no other options.
You may find that the three option tool solves many future problems for you!
Cheers,
Zach
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