Attunement in sales is a fairly straightforward concept, where you bring yourself into “harmony” with the customer, or in other words, you are able to communicate and listen to the specific problems that the customer is trying to solve. I can immediately relate this to engineering and how it’s virtually impossible to walk into a thermodynamics course in the middle of the semester if you’re someone who knows next to nothing about engineering, and be sold on a device that uses “thermo.” You’d probably ask, “how does it work, why does it work, why can it help me?” As a salesperson, this situation can come up to where the person who is buying from you may not fully understand the concept you are selling. A popular example would be like selling a brand new car to someone who is older, and may not understand all the features that come with it. If I told my grandma that her Honda CRV has built in Bluetooth with a wireless display that connects to the GPS on her phone, she might look at me like I just told her total jargon. I’m sure the salesperson who sold her the car had the exact same idea. So when I was telling her about all this, I simply put it in Layman’s terms and said “your phone is able to tell the car that you are inside, and as soon as you turn on the car, you can look on the screen and it’ll show you what destination you punched in your phone, and what music you’re currently listening to. That statement right there lets her know that her problem of not knowing where to go or having to look at her phone while driving is solved and he can simply look at the screen to know where she’s going.
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