How a Reverse Assumption Shuts Down Every Possible Excuse

You stare at your to-do list, the cursor blinking in an open email thread. You know you asked a colleague for feedback last week, but nothing came back. You take a breath and dial their extension. When they pick up, you open with, “I’m guessing you haven’t got around to reviewing my draft yet?”

There’s a brief silence. You feel your pulse in your neck. Then they chuckle and admit, “You’re right, I’ve been swamped. I’ll have it to you by tomorrow morning.” You hang up and sense the relief—yours and theirs.

By overtly naming the excuse you expected, you robbed them of the option to hide behind it. They either had to own it or prove you wrong. That simple move broke the freeze and set a clear next step.

This tactic works because it preempts resistance and leverages cognitive dissonance: nobody wants to be seen as failing to keep their word once it’s called out. The silence that follows your question becomes the pressure you need to secure a commitment.

Next time you anticipate a delay, list the possible excuses, then lead with “I’m guessing you haven’t got around to…” and wait. That pause compels an honest response—either a correction or a promise. If they haven’t acted, ask when they will; if they have, acknowledge it and move forward. This technique turns hesitation into clear next steps. Give it a try in your next follow-up.