🤩 Today’s SPIN® Behaviour Challenge
Every pitch. Every boardroom. Every keynote.
The presenter talks about their solution, their data, their roadmap.
The audience thinks one thing on repeat: “What does this mean for me?”
If you’re not answering that — explicitly, early, relentlessly — you’re not presenting. You’re performing.
And performance doesn’t persuade.
The Gap Nobody Talks About
Neil Rackham proved it in 35,000 sales calls. It’s just as brutal in presentations.
Implied need: “Our margins are under pressure.”
Explicit need: “We need to cut cost-per-acquisition by 20% before Q3 or we miss the year.”
Most presenters build decks for implied needs. They guess at the pain and hope the audience connects the dots.
They won’t. That’s your job.
Meet their explicit need out loud — before your first slide — and the room shifts. Because suddenly this isn’t your presentation. It’s about them.
THE CHALLENGE
Before your next presentation, complete this sentence:
“You need [outcome] because [their consequence] — and here’s how we get there.”
Can’t finish it without guessing? You’re not ready to present. You’re ready to prepare.
Go back. Ask one more question.
Need inspiration — text “30 min” on my mobile +4526700356
All the best.
Anders 🤩
Anders Christian Hjort Top 💯 Sales Influencer & Behaviour Change Expert 