🤩 Todays SPIN® Behaviour Challenge:

Most mediocre sales executives do not plan for successful meeting outcomes.

The biggest mistake in sales? Walking into a meeting to “see where it goes.” If you haven’t defined a clear Advance before you hit ‘Join,’ you aren’t leading—you’re just chatting.

In SPIN® terms, a “great conversation” is often just a Continuation (a polite delay). To win, you need a commitment to action.

The Challenge: Start at the Finish Line

Don’t wait until the last 2 minutes to “squeeze in” a next step. Try to agree the meeting outcome upfront.

The Opening Move: “By the end of our 30 minutes, if we find a fit for your [Pain Point], would it make sense to schedule a technical deep-dive with your Lead Engineer next Tuesday?”

The Closing Process: Three Critical Steps

Before you ask for that commitment, use your notes to navigate these three human pillars:

1. Check for Concerns: Before the close, ask: “Is there anything we’ve discussed today that doesn’t quite align with your goals?” Clearing the path is better than tripping at the finish line.

2. Summarise the Benefits: This is where you prove you listened. Don’t just list features—match your solution to their Explicit Needs. “You specifically said you need to reduce [Pain] by [Amount]; our solution achieves that by [Benefit].”

3. Propose the Advance: Once the benefits are matched and concerns are cleared, ask for the specific, appropriate commitment you planned at the start.

The Hard Truth

If you don’t plan the outcome, the customer will. And their preferred outcome is usually: “Send me some info.”

An Advance is a commitment. 

A Continuation is a polite “no.”

Are you planning for progress today, or just hoping for a second date? 

Change Behaviour. Change Results.™

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

All the best,

Anders 🤩

#SalesTraining #SPINSelling #SalesStrategy #MeetingPrep #ActiveListening #SalesPlanning