Having attunement in the sales process means that the sales person is able and willing to increase his/her own power by reducing it. This means that the sales person is able to create a higher opportunity for success if they can make the prospect feel as if they are in control of what is going on in the sales process. This can be done by showing true concern for what the prospect is feeling and their need is met. With the prospect feeling as if the sales person has a genuine concern for them, they feel as if they have the upper hand in the sales process. With that in place, the prospect will begin to show what they truly want or need. This is incredibly helpful for the sales person, as they are able to adjust his/her proposal as something that fits the prospect and their needs. Attuning to the prospect is essential for the sales person to implement in his/her work. Through attuning properly, a sales person can differentiate themselves from other sales people that care nothing more than making money off the prospect. It shows that a sales person is a real person too, and cares about more than simply making money. To a prospect, it shows that the sales person is reliable and is someone that they want to continue talking to and buying off of. Proper attunement results is long term sales that leave the customer content.
BoweryJE22
I absolutely love the concept of attunement in the business world. It brings a breath of fresh air into the stuffy and somewhat stale sounding profession. Thanks for your thoughts!
Attunement is a key component of being a good salesman. It really does set salesmen apart and leaves the customer feeling as if the salesman is trustworthy and actually cares. This goes along with the idea of being in the people business. The customer and their needs should come first. Thank you for sharing!