Covert Hypnosis on Offering Choices...
There is nothing logical or rational about the way people buy or make their decision to say yes to you.
Logic would tell you that people want the best product. They don't. Logic would tell you that people want the most choices possible and that they make decisions logically...Nothing could be further from the truth.
Do people really always want to experience free choice?
Even more interesting is research released from Stanford. Researchers went to a grocery store and set up tasting booths in the store. On one table they had 24 jams that the people could taste. On another there were six different kinds of jams. As you would expect, 60% of all people who stopped at the table with 24 jams tasted a jam.
Only 40% of those stopping at the table with six jams tasted there.
What's shocking? Listen carefully: 30% of all people who stopped at the table with SIX jams purchased one of the jams. Only 3% of people who stopped at the table with 24 jams purchased any of them! The ramifications are enormous...
The larger number of options (in jam, religion, spousal choices, jobs) creates what we call cognitive dissonance.
Cognitive dissonance is what happens when you hold two or more beliefs or ideas and don't know which to choose. It makes us feel overwhelmed. People like to have choices...it gives them freedom.
If you give people too many choices they will simply freeze and do nothing.
