In the given case Paul is dealing with Representative Bias.
There are four steps in the LAER process: Listen, Acknowledge, Explore, and Respond. The first step in responding to an objection is to pay attention to it. This shows your consumer that you are interested in their problems and value their opinions.
Representativeness Heuristic bias happens when people's perceptions of the likelihood of an outcome are clouded by the resemblance of other items or circumstances.
People frequently believe that two comparable things or events are more closely associated than they actually are, which is a common fallacy.
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