The Mind Of The Buyer: A — Psychology Of Selling

Too many options lead to "analysis paralysis." A confused mind always says no. Simplify the path to purchase. 3. The Gap Theory (Status Quo vs. Future State)

If you can get a buyer to agree to a small "micro-yes" (like signing up for a newsletter), they are significantly more likely to agree to a larger "yes" later to remain consistent with their self-image. 5. Identity-Based Purchasing The Mind of the Buyer: A Psychology of Selling

Sell to the heart first, then give the brain the facts it needs to feel smart about the choice. 2. The Power of Cognitive Biases Too many options lead to "analysis paralysis