Client Core Belief:

"The only valid decision comes from direct human input or comparison. Automation can’t make a ranking that truly reflects the nuances of human judgment.”

When the conversation acknowledges that then:

1. Introduce the Problem:

   "Human judgment is inherently noisy—decisions vary between people and even from day to day. If judgments are all different, how can we be sure we're choosing the right one?"

   "I understand that relying on direct human input and comparison feels like the most accurate way to make decisions. But here's something to consider: even the best judgment varies from person to person—and can change from day to day. If we're all coming up with different rankings, how can we be sure that we're consistently making the right choice?”

2. Ask for Agreement:

   "Given this, do you think it’s important to reduce that variability (noise) to make reliable decisions?"

   1. "Yes, reducing variability would make decisions more reliable. But how can we know we're still making the right choice without human input?"
      1. "I understand. The goal isn’t to remove human input, but to reduce the noise that comes from how those inputs are aggregated. We’ve already captured their ideas, now we just need to minimize the variability in how those ideas are ranked.”
   2. "It's a problem, but I think the variability is just part of human nature. It's hard to remove completely."
   3. "Maybe we should focus more on finding a better way to align everyone’s judgment to reduce the differences."

3. Bridge with an Open-ended Question:

   "Imagine if we could create a system where decisions were less influenced by the noise in human judgment. What would that look like for you?"

4. Introduce SimScore:

   "That’s exactly what SimScore does—it reduces the noise, making the decision-making process more repeatable and aligned with your goals."

This progression guides them through their own thought process before introducing SimScore as the solution.