The Importance of Atunnement and How to Achieve It
Daniel Pink describes attunement as the ability to bring one’s actions and outlook into harmony with other people and with the context you’re in. In a way, it’s almost as if you want to become to customer in order to help better understand what is is they need. Just three steps can help us attune to our prospective customers.
1. Increase your power by reducing it
Seeing your prospective customer as someone in a higher position of power than you will open your ability to take consideration of their perspective in a way that would have been difficult otherwise.
2. Use your head as much as your heart
Connecting with and understanding the prospect on an empathetic level will help you feel the pain they’re seeking to cure. As you would guess, being the one selling the cure this step can be extremely valuable
3. Use the Mimic Strategy
On paper, mimicking a prospect’s actions sounds like something that would be downright creepy. However, it’s actually in our nature as humans to mimic each other’s habits, speech patterns etc. Using the Mimic Strategy to your advantage will result in a more engaging and valuable conversation with your prospective customers.
BoweryJE22
I know for me personally, I need to learn to use my head as much as my heart. In some situations I am perfectly fine with placing my emotions aside and thinking rationally while other times I let my emotions dictate everything. I have tried the mimic strategy at work a few times and I must admit sometimes I find myself doing it without releasing it. It is a very effective strategy.
I find the strategic mimicry aspect of attunement particularly interesting. Like you said, it sounds kind of creepy, but I’ve found myself doing it without even thinking about it, and it’s actually a really good way to connect with someone.
I also wrote on attunement and these are helpful guidelines in the process of achieving it. Through using these tools, attunement can be displayed through making the sales person look less intimidating, and they help make the sales person more relatable to the prospect.