“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.
Tom Waters
Owner at Everyday Sales
Everyday Sales is an online resource for sales and business education. We expose the psychological exploits used in sales and marketing to empower our clients to become better professionals. Our feature content includes Sales in Cinema, Cognitive Biases in Business, Logical Fallacies in Business, and Quotes Deconstructed.
Latest posts by Tom Waters (see all)
- What’s the difference between a Feature and a Benefit? - April 4, 2019
- Everyday Sales Presents: Systems that Scale - November 6, 2018
- Episode 4: Disney Upcycle - August 13, 2017
