Things Learned From…
The Daily Coach
“Simon Sinek tells the story of a successful salesman in 1950s Los Angeles who became famous for his ability to engage women into buying shoes by limiting their choices.
Women would enter his tiny store, and before long, they were walking out with shoes while his commissions soared.
When asked about his secret, he replied:
‘Two, not three.’
He explained that when a woman came into the store, she would look over the items and tell him which pair she wanted to try on.
After fitting the first pair, she would make a second selection, and he would bring that pair.
When it came time for a third pair, the salesman would ask, ‘Which pair would you like me to take away?’
What he discovered was simple: when customers had three choices, they often bought none.
When they had just two, they made a decision and purchased a pair.
By limiting choices, the salesman enabled his customers to apply the Pareto Principle, streamlining their decision-making process, prioritizing effectively, and focusing on what truly mattered.
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