Balanced feedback is a natural outgrowth of the skills of clarifying and confirming, as is illustrated in the following imaginary scenario in which a manager offers a salesperson constructive criticism. Larry, the reason I asked to see you is to go over your rate of special orders. Larry, I'm concerned about the small number of special orders you write. I'm wondering why that's so, since your overall volume is quite good. Look, Nancy, don't worry about it.
Business is business.
I get paid to sell, and as you say, my overall volume is quite good. Here is my concern. Thirty percent of our floor is geared to special order fabrics on our upholstery. In the last few months only 2 percent of your upholstery sales have been special orders. We must hit our quota and we can't do it without your help.