🤩 Todays SPIN® Behaviour Challenge:
Why be boring when you can be memorable?
The SPIN® Take: Differentiation is a Survival Tactic
In 2026, being “professional but boring” is a direct path to Buyer concerns. If you look and sound like every other vendor, you are perceived as a commodity. Commodities are judged on price; partners are judged on value cration.
The Problem:
Boring sellers ask standard questions. They get standard, rehearsed answers.
The Implication:
If you don’t stand out, the buyer feels no personal connection to the solution. When the “Buying Committee” meets, they won’t remember your name—only your price tag.
The Need-Payoff:
Being memorable builds Trust and Recall. It signals that you have the confidence to challenge and outperform the status quo.
Three Ways to be “Colorful” in a “B/W” Sales World:
- Lead with a “Provocation”:
Instead of asking what their problems are, tell them a trend you’ve noticed in their industry and ask how it’s affecting them.
- Personalize the Pain:
Use the buyer’s actual language. If they say a process is a “nightmare,” don’t call it a “suboptimal workflow” in your follow-up.
Keep it real.
- Visual Impact:
Just like my photo, use visuals in your decks that break the corporate mold. One striking image is worth ten slides of bullet points.
Change Behaviour. Change Results.™
Need inspiration or maybe an interactive and engaging workshop for you next sales kick-off? — text “30 min” on my mobile +4526700356
All the best,
Anders 🤩
#SalesTraining #SPINSelling #ConfidenceToDecide #ActiveListening #SalesStrategy #HumanConnection
Anders Christian Hjort Top 💯 Sales Influencer & Behaviour Change Expert 