Paul Lushin

Are You Confrontational or Carefrontational When Selling?


 

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.

Looking for additional sales training tips? Be sure to check out our blog posts, or download a whitepaper

How to Buy Lushin: Our Sales Process

Overcoming Sales Objections & Combating Disbelief [Sales Training Video]

Get expert tips for how to handle sales objections. Learn what to do & how to successfully move forward with a pitch even if a prospect's beliefs don't align with yours.

Handling Sales Objections: How to Respond When a Prospect Disagrees

Get expert tips for how to handle sales objections. Learn what to do & how to successfully move forward with a pitch even if a prospect's beliefs don't align with yours.

Sales Closing Techniques: Focusing on Value Instead of Price

Sales trainer Brian Kavicky discusses price vs. value and reviews how to help your sales team understand the value of what they are offering & realize that price is just an excuse when it comes to closing (or not closing) a sale. Learn more!

Categories: Sales, People, Messaging