“Unacceptability Bias”
What is the Unacceptability Bias?
The tendency to evade questions that are deemed too personal or embarrassing.
Business Relevance
In order to probe for solutions, you must uncover problems.
Difficulty
People are uncomfortable admitting issues or problems with their business.
Everyday Application
You can reference blunders or problems faces by similar clients as a means to diffuse embarrassing faults. This technique also demonstrates experience and expertise.
It is important to lead prospects up to large issues in order to present high-impact solutions. Rapport building, dissociation, and diffusion will help reduce discomfort.
