🤩 Today’s SPIN® Behaviour Challenge

Full pipeline. Busy calendar. Losing deals you should be winning.

That’s the activity mindset. And it’s costing you more than you think. Calls made. Emails sent. Meetings booked. All the right numbers — all the wrong results.

Busy is not a strategy. It’s a comfort blanket.

Motion vs. Progress

Neil Rackham identified four possible outcomes for every sales call.

Only two move a deal forward: an Advance or an Order.

The other two — a Continuation or a No Sale — feel like progress. They aren’t.

Most sellers are booking follow-ups to follow up on follow-ups. And calling it pipeline momentum.

It’s not. It’s controlled drift.

THE CHALLENGE

After every call this week, ask one question before you touch the CRM:

“What will the client do differently as a direct result of this conversation?”

If the answer is nothing — that wasn’t an advance. Outcome thinking starts before the call. Not after.

Stop measuring what you did. Start measuring what changed.

Drop “OUTCOME” in the comments if you’re done confusing motion with progress 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #outcomes

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