Tactic 64 of 99
The Foot-in-the-Mouth
Ask how they are, and they’ll find it harder to say no.
What it is
Before asking a favor, you ask “How are you feeling today?” and wait for an answer. Once someone says “Fine, thanks,” they’re in a friendly conversation, and saying no feels rude. Daniel Howard tested this in 1990. People who were asked how they felt, and answered, were more likely to agree to a request afterward.
Spot it
A stranger or salesperson asks how you are and waits for the answer. Friendly small talk that heads straight to a request.
Counter it
Answer warmly and briefly, then decide on the request as if the chat never happened. “I’m good, thanks. I’m not signing up today.”