Want to close more deals? Discover how nurturing leads with a carefrontational approach helps prospects feel understood and ready to act.
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.
Discover Lushin's approach to focus on personal improvement for sales mentoring
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.
Learn more about Lushin's leadership coaching services
Related Resources
Articles
- Is What You Are Doing Not Working?
- "It's Not the Right Time to Buy"
- Debunking the Relationship Selling Myth
Video
Case Study
Video Transcript
I've learned that confrontation is unnurtured. It also involves talking at people, as opposed to talking with or talking to them. So, I've changed my approach.
I really work on carefrontation. In other words, be carefrontational, which is a mixture of being confrontational, at the same time, softening it, nurturing it.
If a salesperson is talking to you, don't you want to be challenged? Don't you see a potential expert in your presence, be challenged, and have your thoughts interrogated? It's something that you might want if you're buying?
Well, your prospects want the same thing. So in doing so, think about and consider a carefrontational approach so you get deeper into the reasons why they might buy—reasons why they might see compelling reasons why they should do business with you.
Because if you do, they'll feel like they're in good hands, and people want to feel like they're in good hands. Second, the way you sell is a free sample of how you solve. Just think about that.
