Introduction To Mastering The Skills Of Attunement
Psychology of Sales Training Course
•
3m 3s
In his book, 'To Sell is Human', Daniel Pink explains that in order to be successful at influencing the actions and motivations of others, an essential quality that salespeople need to master is attunement, the ability to bring one's actions and outlook into harmony with other people.
Up Next in Psychology of Sales Training Course
-
Need Or Pay-Off Questions
Need or pay-off questions get the customer thinking about the value, importance and usefulness of your solution.
-
Problem Questions
Problem questions probe for problems, difficulties, or general areas of dissatisfaction that the customer is having. Answers to the problem will direct you towards the root cause of the customer's needs.
-
Situation Questions
Situational questions are designed to gather facts and valuable information about the customer's existing situation. They help build a clear picture of what's going on in your customer's world, so you can determine if your product, service, concept or idea will be of value to them.
