As we learned in class, atunement is when we change or tune our behavior to the atmosphere or people around us. Here are some important things to know about attunement and the selling environment.
- Increase your power by reducing it.
- When you’re having a conversation with someone, let them take the lead. When you take the power in the conversation, you aren’t going to attune yourself to hear someone else’s point of view, thoughts, or perspectives. This doesn’t mean that we become complete pushovers, but humbling ourselves is still helpful.
- Use your head as much as your heart.
- We are told to use empathy, but we are also supposed to use our brains. We need the perspective to know what is going on situationally with people, and to be on our toes about hot to help. But empathizing really builds trust with people, and therefore sales. While the benefits of empathizing are clear, perspective taking has still been found to yield better results in a sales situation. Pushing too hard can be bad, but so can feeling too deeply.
These are just a couple of tips and tricks that we discussed in class this week. It’s important to be humble as salespeople, and it’s important to use both our minds to perceive and our hearts to understand and be empathetic. These are all abilities that we are born with, but it is just a matter of being able to use these skills.
duzx20 
Ethan David