A short, conversational YouTube video arguing that people often choose familiar methods over new innovations because comfort and certainty outweigh potential gains. The speaker uses the early automobile vs. horse analogy (hypothetical speed example) and relates the idea to organizational change—teams prefer old sales processes initially because they understand them.
If I gave you the first car in night, whenever the first car was 1906, I'm just making something up and I'm like, hey, this car will go 55 miles per hour. It's really, really fast. You're going to get to your destination, like, in two hours instead of you're riding a horse. Going to take you two days. They would have more confidence in the horse because they don't know how to operate the car. They have uncertainty because they don't understand it. So you kind of have to shift them into that. So the same thing is with any pq. Like, you could have the worst sales process, worst script in the world, but your team is going to have more certainty in it the first couple weeks because they're used to it over something that's brand new.
