🤩 Todays SPIN® Behaviour Challenge:
The Agenda Filter
Topic 1: Brief Introductions & Why Now?
Use this opening to prime the client. Your goal is to listen past the “fluff” to catch the Pain (Implications) and the Gain (Need-Payoffs).
The “Listen & Pivot” Drill
* Listen for PAIN (The “I”):
* If they mention a delay or error: “What happens to your customer trust if that error isn’t fixed by your Q3 launch?”
* Listen for GAIN (The “N”):
* If they mention a goal: “How much market share could you reclaim if your team was 100% focused on closing rather than troubleshooting?”
The 2026 Shortcut
* The Problem: “Our data is messy.”
* The Pivot: “If the data stays messy, what’s the financial risk? If we clean it, what’s the revenue gain?”
Today’s Rule: Don’t just record the “Why Now”, exploit it.
Turn their timing into your Implication and their goals into your Need-Payoff.
Need inspiration — text “30 min” on my mobile +4526700356
All the best.
Anders 🤩
#SalesProcess #Huthwaite #SPINselling #BuyingCycle #EnterpriseIT #SalesLeadership #StrategicCertainty
Anders Christian Hjort Top 💯 Sales Influencer & Behaviour Change Expert 