🤩 Todays SPIN® Behaviour Challenge:

Most people listen to respond.
Few listen to structure what they hear.

If you want to remember and understand—
you need to sort in real time using SPIN®.

The three buckets

Facts (Situation) – What is

Problems (Implied needs) – What’s not working and the business and emotional consequences.

Needs (Explicit needs / Need-Payoff) – What’s wanted and the payoffs in business and emotional terms.

The real value is moving Problem → Need.

How you listen

1. Capture words.
2. Test meaning.
3. Document what matters.

Write it down.
Pen and paper slow you down just enough to think— and help your brain remember and recall faster.

Then play it back:
“You said X is happening…” (fact)
“That’s creating Y…” (problem)
“And you’d like Z instead…” (need)

That’s where clarity happens.

Bottom line

Stop talking
Listen.
Sort what you hear in your notepad
Play it back.

Change Behaviour. Change Results.™

Need inspiration or a kick-off workshop on what the best sales executives do differently — text “30 min” on my mobile +4526700356

All the best,

Anders 🤩

#SalesTraining #SPINSelling #DocumentListening #ActiveListening #SalesStrategy #HumanConnection