🤩 Todays SPIN® Behaviour Challenge:

Stop “Checking In” and Start Listening

In Enterprise B2B, the sales cycle has stretched past 11 months. If your reps are spending a year sending “just checking in” emails, they aren’t building a partnership — they are just becoming a digital distraction.

Consensus-based buying is a marathon of Strategic Patience. If you want to keep momentum alive without being “pushy,” you have to stop pitching and start Documenting the Dream.

The SPIN® Shift: Keeping the 11-Month Momentum Alive

 

• Map the Collective “Hidden Factory”: Every stakeholder has a different manual workaround they are tired of. If you only listen to the CIO, the CFO will kill the deal in month seven because they don’t feel the “blindness.”

 

• The “I” (Implication) for the Long Haul: Don’t just ask about the challenge once. Remind them of the Cumulative Cost of Inaction. “Since we spoke in Q3, how much more technical debt has piled up? What is the current emotional toll on your team as they continue to ‘firefight’?”

 

• The Silence of Consensus: In long cycles, silence is where “No Decision” goes to hide. Use your Implication Questions to let the board feel the weight of their own friction.

 

• Listen for the “Shared Dream” (Explicit Need): Train your team to listen for—and mirror back—the specific Business Value and Emotional Experience each stakeholder is looking for:

   

• The Logic (CFO): The hard ROI of stopping the bleed.

   

•  The Emotion (Lead Architect): The peace of mind of getting their “sight” back.

 

•  The Value-Added Follow-up: Replace “Checking in” with “Recalling the Vision.” 

Send them a snippet of their own words from month three. Remind them of the value of getting their sight back, and how much they have lost per month by not making the decision…

The Hard Truth:

Stalled 11-month deals are usually just Listening Issues. If your reps can’t describe the cost and emotions of being blind better than the board can, the board will never find the urgency to act.

Value = (Business ROI + Emotional Peace of Mind) – Costs

The deal only Advances when the entire board voices the Explicit Need to change. If they aren’t dreaming out loud together, you are just a ghost in their inbox.

Change Behaviour. Change Results.™

Need inspiration — text “30 min” on my mobile +4526700356 – Virtual Coffee or Meet & Greet?

All the best,

Anders 🤩

#EnterpriseSales #ConsensusBuying #SPINselling #SalesCycle #StrategicPatience #ActiveListening #B2BSales