Remember how feedback triggers threat responses? There's a simple framework that cuts through this problem: the SBI model.

SBI stands for Situation-Behavior-Impact. It's your roadmap for giving feedback that feels safe and specific rather than threatening and vague.

Engagement Message

Ever wished you had a formula for those tough sales performance conversations?

Let's break down each piece. Situation means describing when and where something happened - the specific context.

Instead of "You always struggle with prospects," try "In yesterday's client call with Acme Corp..."

Engagement Message

See how the specific situation feels less threatening than "always"?

Behavior describes exactly what you observed - just the facts, no interpretation or judgment.

Not "you were unprepared" but "you couldn't answer their questions about pricing tiers and asked to follow up later."

Engagement Message

Can you feel the difference between facts and judgment?

Impact explains how the behavior affected you, the team, or the sales results - without making assumptions about their intentions.

"When you couldn't answer the pricing questions, the client seemed hesitant and we didn't move to the next stage."

Engagement Message

Notice how this avoids mind-reading about why they weren't prepared?

Here's why SBI works: it keeps you in the safe zone of observable facts rather than threatening interpretations.

Compare "You're not sales-ready" (judgment) with "In yesterday's Acme call, you couldn't answer pricing questions, which stalled our progress to contract stage."

Engagement Message

Which one would make you less defensive?