On our online subscription platform Ascender, users can ask questions and discuss their perspectives on a wide variety of topics pertaining to sales. Among the regular contributors to Ascender’s Engage section is Force Management facilitator John Boney, who has made a number of recent posts about selling and leading from a foundation of empathy. In particular, he has written about the concept of carefrontation—an approach to giving feedback that balances directness and honesty with empathy and care for those on the receiving end of the help. In this episode, John joins Rachel to dive deeper into how salespeople and team leaders can implement carefrontation on a daily basis as they work and interact with colleagues and clients.

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Carefrontation