Founder & Partner
🎥 Watch the Reel:
“When you give buyers too many choices, you lose the deal. Two, not three. Simple sells.”
1. The Truth About Too Many Choices
Every founder thinks offering more options helps buyers say “yes.” But neuroscience says the opposite. When you give people too many choices, they freeze. It’s called choice overload — and it destroys confidence.
Buyers don’t want 5 options. They want clarity. They want to feel they’re making the right call — not that they’re missing out on something better.
When you simplify your offer to two clear options, you make the decision easy and the outcome feel safe.
2. “Two, Not Three” — The Rule That Sells
This idea isn’t new. It’s rooted in behavioral economics and famously illustrated by Simon Sinek’s story of an LA shoe salesman:
A customer walks into a store. The salesman doesn’t show five pairs of shoes — he shows two.
“Would you like these or these?”
The customer feels in control, confident, and buys.
That’s sales mastery — not manipulation. It’s focus.
3. Why Simplicity Builds Confidence
Cognitive ease: Fewer options = faster, safer decisions.
Trust signal: Clear offers suggest you know what works.
Conversion lift: Simplified packages can increase close rates by 20–40% in B2B sales.
At The Revenue Coaches, we see it every week — founders pitching five service tiers, twelve slides, three add-ons.The moment we simplify, conversion rates spike.
4. How to Apply It in Your Business
✅ Two pricing tiers, not five. A “Core” and a “Pro” option out-convert complex menus. ✅ Two CTAs, not four. “Book an Assessment” or “Learn More.” That’s it. ✅ Two priorities per quarter. Focus builds growth; distraction kills it.
If it doesn’t add clarity, it adds friction.
5. The Founders Who Win
The fastest-growing founders don’t sell complexity — they sell conviction. They know simplicity isn’t dumbing it down; it’s removing everything that doesn’t drive a decision.
When in doubt, remember the rule: Two, not three.
🚀 Ready to Simplify and Scale?
Your next growth breakthrough won’t come from another tool — it’ll come from clarity. Start with a Revenue Health Assessment and find out where complexity is killing your close rate.
👉 Take the Assessment — 10 questions. Zero fluff. Real clarity. https://www.therevenuecoaches.com/contact
💡 Related topics for readers:
Simplify sales strategy, overcome choice overload in sales, learn how to close more deals, explore B2B sales psychology, discover founder-led selling, boost sales decision confidence, and establish a revenue growth framework with The Revenue Coaches.
We help founders and revenue leaders in the United States, Canada, Australia and the United Kingdom streamline their sales processes and close deals faster.
Quick insight: How many options should you give a buyer? Two. When you give buyers too many choices, you create hesitation. Simplify your offer to build confidence and close faster.
Learn more about:
About Daniel Nielsen
Daniel builds revenue engines that convert. With 25+ years leading growth across SaaS, fintech, e-commerce, and real estate, he has driven more than $1B in revenue. He has led go-to-market strategy at Realtor.com, Socialsuite, Charitable Impact, Kartera, World Duty Free, and Kao Salon Services, delivering 400% lead growth, 135% ARR overachievement, and 116% year-over-year ARR growth.
