Advocates for a position generally don’t think it is a good idea to point out too many of the negatives or downsides to their proposals.
It is largely self-evident that if people believe too strongly in the negatives, they are less likely to support the idea.
But not admitting that weaknesses exist can undermine the persuasiveness of the message.
Two-sided arguments are known to be more persuasive for a good reason.
When a speaker acknowledges the other side of their case, their perceived honesty, accuracy, and trustworthiness go up. Audiences tend to find a two-sided argument more credible and intellectually fair.
So, smart advocates acknowledge that weaknesses exist but focus most of their attention on the strength of their own case. Rightly so.
On occasion, a proponent’s better strategy isn’t just to admit the weaknesses of their proposal and the strengths of an alternate view, but to pour it on.
Overloading on the negative can have a dramatic effect on how people view your passion for your proposal. This can be highly persuasive.
When an advocate offers a long list of weaknesses and advantages for a competing view, they are spelling out what many in the audience are thinking.
In fact, the idea is to articulate any and every weakness the audience might hold against your proposal.
Once the list is complete, this cues the advocate to make a powerful claim. Despite the many negatives, they still feel strongly about the proposal they are putting forward. They then explain why.
The Overload Strategy shocks people, gets them to think deeply about the proposal, and then turns the tables, highlighting the conviction, passion, and logic that support the claim.
Once their defenses are down because they believe they have heard the full roster of arguments against, an advocate who then suggests they should still support the proposal displays an unusual confidence and position.
Despite the negatives, they believe the positive still wins, and they explain why.
Of course, the Overload Strategy is not for the weak of heart or for proposals where the rationale for rejecting the many negatives for the positive doesn’t exist.
But with the right set of facts and conviction, it can be one of the most persuasive arguments an advocate can make.
Even when it fails, the audience is left with the belief that the advocate is fully committed and convinced. This projected passion alone is sometimes worth the risk.
Sometimes it is strongly acknowledging the downside that produces the biggest upside.
