🤩 Todays SPIN® Behaviour Challenge: 

The Goal: Stop performing a methodology and start listening to the human.

In the fireplace conversation: Why less is often more in sales training with Tony Hughes, Neil Rackham warns that a salesperson’s attention is a limited resource.

Translating this into my everyday sales context:

1. Clear Your Mental “RAM”

* The Trap: Using 80% of your brain to remember a 16-step process.

 * The Fix: I Use the 4 SPIN behaviors as a skeleton, not a script. This frees up your brain to actually hear the client.

2. The Simplicity Filter

A good model isn’t a map of the world; it’s a compass.

 

* The Trap: Analyzing your questions while the customer is talking.

 * The Fix: I simplify my focus. If I am not obsessing over the “perfect question,” I can obsess over the customer’s answer.

3. The “Silent” Challenge

The hardest part is the behavior change—and the most powerful behavior is often silence.

 

* The Mission: I ask one deep Implication (I) question and then stop.

 * The Proof: I document that I listened by summarizing their answer back to them: “It sounds like [Problem] isn’t just a nuisance, it’s actually costing you [Implication]. Did I catch that right?”

“A good model is at the intersection of validity and simplicity.” > If it’s simple enough to execute, you’re free enough to listen.

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

All the best.

Anders 🤩

#SalesProcess #Huthwaite #SPINselling #BuyingCycle #StakeholderConsensus #ThePromise  #SalesLeadership #StrategicCertainty