Paul warns about overwhelming the customer with too many choices.

Show Notes 

“A multitude of choices will create a poverty of attention.”

Customers want only choices that are most relevant to their needs.

Profile your customers based on their needs, then recommend those relevant services.

Introduce your services in stages. Don’t spill the beans all at once.

Re-educate the buyer on a regular basis. Revisit services you’ve mentioned in the past.

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