🤩 Today’s SPIN® Behaviour Challenge

Most salespeople are winging it. They just call it “being natural.”

You know the type. Maybe you’ve been the type.

No plan. No prepared questions. Just vibes, charisma, and the vague hope that the conversation goes somewhere useful.

And sometimes it does. Which is exactly why the habit never dies.

The Winging It Tax

Every improvised discovery call has a hidden cost.

You ask the questions that come to mind — not the questions that matter. You follow the client’s narrative — instead of guiding it. You land on surface problems — and miss the implications that would have made them lean forward.

Neil Rackham didn’t study 35,000 sales calls to conclude that talent wins. He concluded that behaviour wins.

Specifically: planned behaviour.

Top performers don’t wing the questions. They engineer them.

Situation questions researched before the call — not invented during it.

Problem questions prepared around the client’s likely pain — not whatever surfaces first.

Implication questions mapped in advance — so the ripple effect lands with precision.

Need-Payoff questions ready for the moment the client feels the pain — not five minutes after.

THE CHALLENGE: 

The 15-Minute Pre-Call Plan

Before your next discovery call, write down:

One Implication question you’ll ask — no matter what.

Not a script. An intention. Something like:

“If this doesn’t get resolved before year-end — what does that do to the broader transformation agenda?”

That one prepared question will do more for your credibility than an hour of improvised rapport.

The uncomfortable truth: Winging it feels like confidence. It looks like unpreparedness.

Charisma opens the door. Planned questions close the deal.

Drop “PREPARED” in the comments if you’re ditching the wing today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#SalesPlanning #Huthwaite #SPINselling #BuyingCycle #SalesLeadership

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