The SNIPER

"Rickles snipes again"

RICKLES: "Nothing, Nothing!!! But I was just thinking, why don't we play horse? I'll be the head and you just be yourself." (snicker, snicker)

YOU: (Pause, take a quiet deep breath) "Rickles, I hear you say, 'Why don't we play horse.' When you say that, what are you really trying to say?"

(At this point the Marketing Director is glaring at Rickles, as are other people in the room. Even Rickles' usual ally who is sitting next to him is now looking away and trying to signal others that he is no longer a supporter. Rickles squirms uncomfortably but says nothing.)

YOU: As I was saying...

R&R: By being calm and professional, you have cut the Sniper off from his ally and created a contrast between his inappropriate childish behavior and your professional behavior. You have won the round! Congratulations! At this point you can return to making your presentation.

YOU:

"But what if Rickles had backed off immediately instead of sniping?
"But what if Rickles had tanked me instead of sniping?

R&R: Make sure you try the Relevancy Challenge. This is a very important strategy.

Review the Sniper Strategy
"Hey, this is fun. I want to buy your book R&R!"

Ten Types

Order the Book