🤩 Today’s SPIN® Behaviour Challenge

Great sales conversations are not just about asking and listening.

They are also about capturing what you hear.

One powerful SPIN® behaviour is documenting the buyer’s words.

When you write down their problems, implications and desired outcomes, two things happen:

• The buyer feels heard

• The seller gains clarity

Often I will repeat what I captured:

“Let me make sure I understood you correctly…”

Then reflect back their own words.

This is where conversations move from discussion to real insight.

Because buyers often hear the full weight of their situation when they hear it reflected back.

💡 Behaviour challenge

During your next customer conversation:

Write down the buyer’s key statements.

Reflect them back.

You’ll often see the buyer expand the problem themselves.

And that’s where real value creation begins.

Change Behaviour. Change Results.™

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

All the best,

Anders 🤩

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

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