Was on the phone with my friend Judy, who told me she was enjoying a cup of coffee. Nothing unusual there, except that she said it was a “huge” cup of coffee.

“Why so huge” I asked.

“Because” she explained, “My doctor allows me only one cup of coffee per day.”

Being that is my kind of humor, I found it quite funny. It reminds me, though, of the very human tendency (meaning, I do it all the time) to rationalize.

As beings of the human persuasion, it’s been proven beyond a doubt – and taught in practically every “Basic Sales 101” seminar – that we “buy” (meaning, make a decision to act) on emotion, and merely back up that emotional decision with logic.

Yes, we rationalize. And, if we were to break up the word rationalize, it then makes perfect sense that we tell ourselves “rational lies.”

The “rub” is that most people – especially those who have not taken Basic Sales 101 – often refuse to believe that. At least about themselves.

In fact, I’ll just say right now, if you are one of those people who insists that isn’t you; that you act only out of logic…then please know that I believe you. It’s everyone else who acts out of emotion and then rationalizes their decisions.

So, how about it? Have you ever caught yourself making up a rational lie (i.e. excuse) to do something you know you really shouldn’t do, or to not do something you know you really should do?

I’ve personally gotten better. In fact, the last time I remember doing that is…oh…about ten minutes ago. At least I know I’m human.