All 99
Tactic 54 of 99

The Presupposition

Hide the assumption inside the question.

What it is

A question with an assumption hidden inside. To answer it, you have to accept the hidden part. “When are you coming to visit?” assumes you are coming. “Will you pay by card?” assumes you’re buying.

Spot it

Questions that skip a step. “Which date works for the install?” when you haven’t agreed to the install.

Counter it

Answer the hidden question first. “I haven’t decided whether I’m coming yet.” Back up a step before you go forward.

Related tactics

53The Illusion of ChoiceGive them two doors, both of which lead to you.48The Loaded WordChange one word and you change what they remember.55The How QuestionAsk “how” and they’ll solve your problem for you.