“Neglect of Probability”
What is Neglect of Probability?
The tendency to make a decision without regard for probability.
Business Relevance
“I tried this once before and it was a total nightmare.”
Difficulty
Statistically speaking, even the best companies have a percentage of dissatisfied clients or problems with execution. You will always encounter prospects who have had prior negative experiences.
Everyday Application
Remind your prospect of reliability rates and get them to appreciate that they are correct for being careful about moving forward. Guide them toward the practical understanding of probabilities, rarities, and your personal ability to ensure a proper experience.
“I’ve heard that some people can experience an issue like that. I’m really sorry to hear that you are one of them. Our reliability rates are X and I’ve been doing this for Y years so I hope you can appreciate that there’s a huge distance between the risk and reward of moving forward.”
