Complicating their decision
I've always thought it's helpful, when I'm selling someone, to simplify their decision with clear alternatives. Why do you recommend complicating their decision?
Simplifying a decision comes across as an ultimatum: "make the right decision or else", "my way or the highway", or "this is a stick-up". When the decision gets simplified into what they should buy, people feel pushed to concede, cave in and forego their self-reliance. When the decision gets complicated into how they could choose which option to buy, people feel trusted, respected and validated.
Don't people get confused by more criteria to factor into their decision?
People manufacture confusion if they do not want to make a good decision. They favor over-simplifying their decision if they are wanting to conform to others expectations, impress others with their loyalty or avoid conflicts of interest. People value varied inputs to make better decisions when they are self reliant, functioning in leadership roles and instigating changes.
Why don't people feel pushed by giving them more criteria, distinctions and consequences to factor into their decision?
Complications give them the space to make up their own minds in ways that fit their experiences, hunches and feelings. Added criteria take away the pressures to conform and replace them with permission to do what works in their estimation. Considering more consequences moves them onto ground where they stand on their own two feet and take responsibility for their conduct. By pulling for them this way, they gain self respect.
If I care more about how they make their decision than what they decide to buy, I've quit caring about making a sale. How can I let go of wanting to succeed?
Actually, you may want to consider letting go of sabotaging the sale. If you push, people will push back by making excuses, giving you the runaround and dodging your questions. If you pull for their interest in making a wise choice, people will feel respected, trusted and supported by you. When you're deciding to focus on the way they decide, there's a difference between confusing them with too much information and complicating their selection process with added criteria. If you're giving them more reasons to buy what you're selling, you're giving them a sales pitch they will pitch in the trash when you've gotten out of their face. If you're giving them more ways to be careful, to serve their best interests, and to consider the big picture, you're creating space for their better judgment to emerge. You succeed indirectly by pulling for them.