Tactic 05 of 99
The Pratfall
Show one crack and they’ll trust the whole wall.
What it is
You admit a small, harmless flaw to look more human and more believable. Elliot Aronson found that a competent person who makes a minor blunder becomes more likeable. Perfection reads as polish. A crack reads as truth.
Spot it
A “confession” that turns into a selling point a little too neatly. A flaw so small and flattering it costs them nothing to admit.
Counter it
Ask about the flaws they didn’t volunteer: “What did your last roommate complain about?” A real answer stings a little.