Get out of your own head and into the buyer's world. Strategic perspective-taking is the foundation of modern selling.
Attunement
Core Principle
Pink's Attunement is about strategic perspective-taking. Research before the meeting, listen more than you talk (70/30 rule), mirror their communication style, and regularly check your assumptions. It's empathy made systematic and actionable.
Step-by-Step Execution
Example in Action
Pre-call research: - LinkedIn: They just got promoted to VP 3 months ago - Company blog: They're expanding into APAC - Their latest post: Frustrated about hiring challenges On the call: You: Congrats on the VP role -- saw that on LinkedIn. How's the transition been? Prospect: Thanks! It's been intense. We're expanding into Asia Pacific and I'm building the team from scratch. You: That's exciting and terrifying at the same time. What's been the biggest surprise? Prospect: [opens up about real challenges because you showed genuine interest in THEIR experience, not just their budget]
Practice this technique with an AI-powered roleplay scenario.