You can talk at people or you can talk with people. Talking with people in your sales conversations, taking a carefrontational approach, will be more productive than taking a confrontational approach.
Confrontation versus Carefrontation
The difference between confrontation and carefrontation comes down to nurturing. A confrontational approach may show a lack of understanding or empathy. A carefrontational approach will still challenge a prospect, establishing your position as an expert in your field, while also making your prospect feel safe, a building block to creating trust in a relationship.
Using Carefrontation to Nurture Sales Relationships
A carefronatational approach, by its nature, builds trust in any relationship. When being sold to, prospects generally do not open up on the true nature of their problems until trust is established. By implementing a carefronational approach when selling, you are able to dig deeper into why the prospect might buy and share the compelling reasons to do business with you more quickly. The more comfortable a prospect feels, the less risk they see, and the more likely they are to engage with you.