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How to Build Great Relationships through Cold Calling
Master the foundation for cold calling success

Other defensive position Related Articles

Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Six
“Why were you so quiet tonight?” is a question that can put an introvert on the defensive. And when it comes from a socializing extrovert it can sound like we just committed the faux pas of a lifetime.
Look for the Loose Brick
I hear salespeople say that speaking to a particular prospect was like "hitting a brick wall." The prospect's guard was up in full force. The prospect seemed to get bored or, worse yet, to actually become defensive or offensive, as the case may be, every time the salesperson mentioned a product benefit or feature. It pains me to hear this, as I've known exactly what it feels like to be in such a position.
Who's Asking the Questions Here Anyway?
What often happens on an initial sales call is the prospect asks the sales rep to justify themselves. Well, not actually in those words, but they ask the rep questions such as -- Describe what you do. What do you sell? Why should I buy from you? And other probing questions that not only put the sales rep in a defensive position, but puts the prospect in control of the meeting.
Don’t Waste Your Talent
As I watched the football play-offs over the last few days, it struck me how we need to consider our talents and how they fit into this game called life. What position can we play that brings us excitement, challenge and success? A position that allows us the opportunity to work hard yet is worth the effort. A position where sometimes we succeed and sometimes we fail but always feeling the importance of the position as it delivers benefits to the team?
Are You A Defensive Driver?
My partner Jack said something the other day that got me thinking. For those of you who don't know, Jack is affectionately referred to as Mr. Magoo when he drives. It basically means that he does whatever he wants and assumes everyone else will react to him. I think this quote from Jack explains it all. "Everyone is trained to be a defensive driver, so I count on them being defensive while I'm busy being Mr. Magoo."
Beating Your Own Best
Leadership is not just directing others and leading others. Leadership is not just holding position, it is creating position. Leadership is to break down your position and creating a new one for the world to applaud you. Leadership means beating your own best.
Fear, Defensiveness, Relationships and Success
Successful people are interpersonally competent. Interpersonally competent people build strong relationships and resolve conflict in a positive manner. Defensive behavior hinders the development of strong relationships and tends to make conflict worse. Often we get defensive when our fear buttons get pressed -- especially our fear of rejection. So, the next time you find yourself feeling or acting defensively, ask yourself "what am I afraid of here?" The answer will help you respond in an interpersonally competent manner and to build and maintain strong relationships.
What's Your Remarkable Point of View... R.POV8?
Marketing guru Seth Godin is quoted as saying "If you can't describe your position in 8 words or less, you don't have a position." I agree but the competitive element needs to be clear...

Help Me Keith: My Feedback Makes People Defensive!
This week, I'm sharing one of my RMA "Ask Keith" videos. I answer the question, "How can I give better feedback that doesn't put people on the defensive?" Go check it out!
Personal Feedback Pathways and Pitfalls
Ironically (and tragically) if I am a feedback-impaired manager, I am the least likely to realize it. I am not listening to what people have been trying to tell me. That's because I am too busy defending myself (or closing down feedback channels). If someone suggests I am defensive, I'll become defensive about my defensiveness.

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