{"id":1396,"date":"2024-03-21T12:23:24","date_gmt":"2024-03-21T16:23:24","guid":{"rendered":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/?p=1396"},"modified":"2024-03-21T12:23:24","modified_gmt":"2024-03-21T16:23:24","slug":"never-underestimate-the-power-of-attunement","status":"publish","type":"post","link":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/2024\/03\/21\/never-underestimate-the-power-of-attunement\/","title":{"rendered":"Never Underestimate the  Power of Attunement"},"content":{"rendered":"<p class=\"p1\"><span style=\"color: #658c64;\"><strong><a href=\"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-content\/uploads\/2024\/03\/Homestead2022_09_22_152.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright size-medium wp-image-1399\" src=\"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-content\/uploads\/2024\/03\/Homestead2022_09_22_152-300x242.jpg\" alt=\"\" width=\"300\" height=\"242\" data-size=\"446x360\" srcset=\"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-content\/uploads\/2024\/03\/Homestead2022_09_22_152-300x242.jpg 300w, https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-content\/uploads\/2024\/03\/Homestead2022_09_22_152.jpg 446w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/> <\/a>Part 2 in our series based on the book <\/strong><i><strong>To Sell Is Human<\/strong> <\/i><\/span><\/p>\n<p class=\"p1\"><span style=\"color: #488ba6;\"><b>In his book <i>To Sell Is Human: The Surprising Truth About Moving Others<\/i>, Daniel H. Pink describes \u201cattunement,\u201d an often-overlooked superpower in the world of sales. \u201cAttunement is the ability to bring one\u2019s actions and outlook into harmony with other people and with the context you\u2019re in.\u201d\u00a0<\/b><\/span><\/p>\n<p class=\"p2\">Attunement lays the foundation for earning trust during the sales process and creating mutually beneficial relationships. It involves stepping into the customer\u2019s shoes to understand their point of view, personal cues, and how they\u2019re influenced by other people. It encompasses not only observing their style of collaboration and communication but also replicating it\u2014it\u2019s about meeting the customer where they are and demonstrating that you \u201cget them.\u201d<\/p>\n<p class=\"p4\"><span style=\"color: #658c64;\"><b>How can contractors flex their attunement muscles?<span class=\"Apple-converted-space\">\u00a0 \u00a0<\/span><\/b><\/span><\/p>\n<ul>\n<li class=\"p6\">Ask questions to learn not just \u201cwhat\u201d the customer wants but also \u201cwhy\u201d they want it.<\/li>\n<li class=\"p6\">Treat the customer as the project owner. Listen to their input without judgment before sharing your recommendations for moving forward and accomplishing their goals.<\/li>\n<li class=\"p6\">Recognize that multiple decision makers, with their own perspectives, may have a say in the project. Gently encourage them to communicate if the project begins to push the limits of the desired budget.<\/li>\n<li class=\"p6\">Adjust your interpersonal style to match your customer\u2019s. If they\u2019re serious and business-like, don\u2019t act overly casual. Likewise, if they\u2019re laid-back and easy-going, emulate that demeanor to make them feel comfortable.<\/li>\n<\/ul>\n<p>Next, look for Part 3 in our series: <i>Buoyancy<\/i>. If you missed it, <a href=\"https:\/\/www.homesteadoutdoorproducts.com\/blog\/2024\/01\/15\/how-to-make-selling-a-mutually-beneficial-experience\/\" target=\"_blank\" rel=\"noopener\">read Part 1 of our series now.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Part 2 in our series based on the book To Sell Is Human In his book To Sell Is Human: The Surprising Truth About Moving Others, Daniel H. Pink describes \u201cattunement,\u201d an often-overlooked superpower in the world of sales. \u201cAttunement is the ability to bring one\u2019s actions and outlook into harmony with other people and&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-1396","post","type-post","status-publish","format-standard","hentry","category-blog"],"_links":{"self":[{"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/posts\/1396","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/comments?post=1396"}],"version-history":[{"count":3,"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/posts\/1396\/revisions"}],"predecessor-version":[{"id":1401,"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/posts\/1396\/revisions\/1401"}],"wp:attachment":[{"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/media?parent=1396"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/categories?post=1396"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.homesteadoutdoorproducts.com\/blog\/wp-json\/wp\/v2\/tags?post=1396"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}