Tactic 53 of 99
The Illusion of Choice
Give them two doors, both of which lead to you.
What it is
Instead of asking yes or no, you offer two options, both of which you’re happy with. People like having a choice, and choosing between two things skips the question of whether to do it at all.
Spot it
A seller asks, “Would you prefer the standard or premium package?” before you’ve decided you want either. Two options that both assume yes.
Counter it
Name the third option out loud: “Or neither.” You’re always allowed to step outside the two doors.