This is persuasion judo the art of using someone’s own momentum against them. We’re going to use their values, their identity, and their objections and flip then over. When done properly the best outcome here is the person thinks they agreed with you all along.
Table of Contents
Examples
Tech CEO vs. AI Skeptic
Objection: "I don’t trust AI—it’s going to replace jobs and destroy creativity."
Reversal: "I get it and that concern shows you care about human ingenuity, the spark of genius and you’re right to feel strongly and be concerned about it. That’s why we stress that AI is all about amplification of human ability, not automation of human habit. It’s built to enhance creativity, not replace it."
Financial Advisor vs. Entrepreneur
Objection: "I don’t believe in retirement planning, I plan to work till I’m dead. I’m never going to stop working."
Reversal: "That mindset is exactly why this is so important. You plan to work for the rest of your life. So think of this isn’t ‘retirement planning,’ it’s strategic capital allocation. We’re future-proofing your freedom to choose what you build and how you work on your terms."
Coach vs. Self-Help Cynic
Objection: "Most coaching is just feel-good nonsense."
Reversal: "Exactly. You value execution over fluff. Which is a great trait. That’s why everything I do is accountability-driven and measurable. No fluff. Just results."
The Reversal Formula: 3 Steps to Flip Resistance Into Fuel
Identify The Core Belief Behind the Statement
Agree With It and Reinforce It
Make It the Justification for What You Want Them to Do
Step 1: Identify The Core Belief Behind the Statement
Find the emotional driver behind their objection. What value, sense of identity or fear are they expressing? (see the list at the end of this section for reference)
Examples:
"I just don’t like being sold to." → Value: Autonomy / Independence
"I’ve had bad experiences with this before." → Value: Safety / Control
"This feels too good to be true." → Value: Realism / Caution
Step 2: Agree With It—Out Loud
Respect the value behind their stance. Not a head-nod. A full alignment with what they believe to be true or important.
Examples:
"Totally. You shouldn’t trust just anyone with something this important."
"Honestly? That’s a smart instinct. Most people rush these decisions and regret it."
"I hear you. If it were too good to be true, I’d be skeptical too."
Step 3: Use It As Your Foundation
Now that you’ve created alignment, show how your idea is the natural extension of what they already believe.
Examples:
"That’s why I’d never pressure you. My job is to make sure you get what’s right for you, not what benefits me."
"Which is why this setup is designed to protect your autonomy not take it away."
"Exactly! This works because it’s built on realistic assumptions, not hype."
The shift? You’re not arguing anymore. You’re standing beside them, helping them act within the framework of their current beliefs.