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How to Become a Trusted Advisor to Clients and Drive Faster Decision-Making

Attention spans aren’t what they used to be, ranging from 20 minutes to just two seconds — which was just enough time to read that sentence. Throw in the paradox of choice, and it’s no wonder there’s so much indecision going on. One of my favorite pieces of research on this topic is the Jam Experiment. Shoppers were presented with a display of 24 different types of jams, which seemed like a great way to cater to everyone’s taste buds. But when presented with a display of only six options, shoppers were 10 times more likely to buy jam. The abundance of options attracted attention but stifled decision-making.

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