Tactic 70 of 99
The Self-Persuasion
People believe what they say more than what you say.
What it is
Instead of telling people why they should do something, you ask them to tell you why they might. When they say the reasons themselves, they believe them more. It sits at the heart of motivational interviewing, a well-studied counseling approach to change.
Spot it
Someone keeps asking you to list the benefits of what they’re selling. You end up convincing yourself.
Counter it
Notice when your own words are being used to steer you. Then ask yourself the opposite question: “Why might this be a bad idea?”