🤩 Today’s SPIN® Behaviour Challenge

Many people think SPIN® is about asking the right questions.

It isn’t.

And it’s also not just about listening.

It’s both.

In a conversation I had with our founder Neil Rackham back in 2018, we discussed exactly this.

The SPIN® questions and listening behaviours go hand in hand.

Sometimes the book can leave the impression that SPIN® is mainly about the questions.

In reality, effective SPIN® conversations are an iterative process:

Question → Answer → Pause → Listen → Reflect → Next Question or Benefit Statement or Testing Understanding and Summarising

The pause matters.

Because that’s often when the buyer starts thinking more deeply about their own situation.

And that’s where learning happens —

for both the buyer and the seller.

And remember SPIN® is NOT a sequence!

Its a persuasive conversational framework, that help you build memorable and trusted relationships.

💡 Behaviour challenge

After your next SPIN® question:

Pause.

Listen.

Let the buyer think.

The most valuable insight is often the one the buyer discovers themselves.

Change Behaviour. Change Results.™

Need inspiration — text “30 min” on my mobile +4526700356

All the best,

Anders 🤩

#SalesTraining #SPINSelling #InsideSales #ActiveListening #SalesStrategy #HumanConnection