Are You Selling to a Maximizer or a Satisficer? Why It Matters More Than You Think
In Vancouver, two ice cream shops competed for customers.
One offered 20 flavors. The other? 200.
Maximizers—those who always want the “best possible” choice—drove farther for the bigger selection. But when asked afterward, they were less satisfied with their choice than customers who picked from the smaller menu.
For sales professionals, the lesson is simple: know whether your buyer is a maximizer or a satisficer. The first will want every option, comparison, and reassurance. The second will move faster once the essentials are met. Your job is to spot the difference—and adapt your approach before their decision stalls.