Client-site debrief: from rebuttal to reverse-SBI
Explain how a defensive client-site reply can be converted into a reverse-SBI growth response.
Ari receives partner feedback at a client site after the CFO doubted the project timeline. Reveal how the response changes. Before: Ari starts with, "I had to answer because the CFO asked me directly." After: Ari says, "I hear the timeline confidence dropped. Which part of my answer created that doubt?" The first sentence changed from intent-defense to impact-recognition. That lowers threat and shows Dana that Ari heard the account risk before explaining himself. The question asks for a specific behavior, not a general rating. SBI-in-reverse turns "your answer" into the phrase or moment that can actually be changed. The…
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