I’m dating myself here, but I have a fond memory from the 90s.
“It’s Friday night! Let’s go to Blockbuster and get a pizza!”
But everyone knew: you never get the pizza first. Why? Because the Blockbuster visit took forever. Aisles and aisles of options. The trick we all figured out? Head straight to the New Releases.
But back in the day, if you missed out on the New Releases (which was usually already gone!), what did you do? You asked the nerdy dude behind the counter. Sure, he might’ve skipped deodorant that morning, but man, he knew his movies. Ask him a few questions and suddenly, you’re walking out with a hidden gem that blows your mind.
Fast-forward to Netflix. Same problem—too many options. I spend more time browsing than actually watching. That fancy tech term for it? Decision Fatigue. Too many choices, not enough clarity, and suddenly your relaxing Friday night turns into regret over picking a two-star dud.
Now pause. Think about what your customers feel walking into your showroom.
Aisles and aisles of stone. Endless slabs, colors, finishes. You hear it:
“Oh look at this, Honey.”
“Wait, what about that one?”
“Oh! I love this!”
And then… you lose them. Their eyes glaze over. The energy drops. Decision Fatigue strikes again.
Amanda from Onslow Stoneworks (one of the best Sales Reps I’ve had the pleasure of working with) calls this “option overload paralysis.” But she doesn’t stop there—she fixes it.
Her solution is shockingly simple: Prepare.
When setting the appointment (which, let’s be clear, you should be), she asks for:
• Moodboards
• Kitchen photos
• Cabinet snapshots
• Anything that paints a picture
Why? Because when that customer walks in, Amanda’s not just waiting—she’s ready. Laid out are 3 to 5 curated options, each thoughtfully matched to their vision. Coordinating colors, price points, and expert insight—all dialed in. The customer feels taken care of. They feel seen.
That, my friend, is how you demolish Decision Fatigue.
P.S. And while you can’t eliminate it entirely—you can absolutely reduce it in your showroom by being prepared.
{Not-so-subtle plug: If you want to make Decision Fatigue obsolete, seriously consider In-home and maybe even our In-Home Sales Innovator. In the post-Blockbuster era, as the Mandalorian says… THIS IS THE WAY.}
