The Power of Attunement

Why?

Being attentive and aware of what others are talking about and how they are interacting is important because it can allow you to better understand why someone is shopping around and what the best solution for their pain is. Attunement can be a very powerful tool in selling, but it requires you to reduce your power for it to work. Assuming that the customer has a lot of knowledge of the product or service is a good way to not baby them and make them feel inferior. Now, this doesn’t mean that you become a pushover either. Below are some ways to increase your attunement.

Be Empathetic

Showing compassion for what a customer is dealing with is a big deal, as it helps support them in their buying process. Doing that involves listening and understanding their problems and relating to them. Offering them products that are solutions to their issues is what your end goal is. Not to shove your agenda in their face.

Ask Better Questions

Asking to dive deeper into someone’s problem or response is a way to get better information from a potential buyer. “Can we explore that?” or “Can you build off of that more?” are ways of asking. Using open-ended questions will get you the more meaningful answers you are looking for. People like talking about themselves for the most part, so usually it’s an easy ask.

Mimic Strategically

This is a method that can be used to connect with the person you are interacting with. This is where you synch some of the behaviors of your potential buyer. Mirroring them can be a way to induce comfort and familiarity. This natural connection creates an environment of agreement because of the reflection of each other’s behaviors.  Try implementing this technique into your next sale. Be receptive and aware of your situation and you’ll be on the road to success.