Professor Sweet’s Lecture Today

Today in the lecture that Professor Sweet gave, there was some specific things that stuck out to me. First, I really like the definition of attunement that Professor Sweet provided from the Pink text. “Attunement is the ability to bring one’s actions and outlook into harmony with other people and with the context you’re in.” This resonated deeply with me because you must be able to adapt to the context you are in. You can see Pink’s definition of attunement all over the world; where people have to adapt to the situation they are in, so they feel included and present in the situation at hand. In the sales situation, as a seller, they must be able to be genuinely interested and conform to the context they are in. Within that, Professor Sweet said that you should want to talk to a very minimal amount and listen more. Also, when you listen, listen very carefully and intentionally. As you are being intentional about listening, you can easily be able to pay attention to nuances. As you are listening, the seller should make sure to probe with curiosity and interest. This will help the seller know the “why” and the “pain”. But, as the seller is probing with curiosity and interest, they must be aiming to be helpful to the buyer. The buyer would appreciate a helpful, upfront person. Rather than a salesperson just pushing a product in their face trying to make a sale. Finally, the seller must engage with the buyer in order to create value. But, in order to attain attunement in the sales process, it hinges on three main points. First, you increase your power by reducing it. Second, you must use your head as much as your heart. Third, you must mimic strategically. To conclude, if you fail on one of these three elements, attunement in the sales process will be very had to attain as a salesperson and buyer.