🤩 Today’s SPIN® Behaviour Challenge

A huge pipeline isn’t a sign of success. It might be a sign something is broken.

I had this conversation with a client yesterday.

Volume is not velocity. And a forecast full of wishful thinking isn’t a pipeline – it’s a liability. The problem was never closing. It was qualification.

Why the Pipeline Lies

Sellers advance conversations that were never real opportunities.

A polite meeting becomes a qualified deal. A proposal request becomes buying intent. The funnel fills. Conversion collapses.

Huthwaite’s research is unambiguous: clients who haven’t felt the full weight of their problem aren’t ready to buy. They’re ready to browse.

One Implication question separates the curious from the committed:

“What happens to the business if this isn’t resolved by Q3?”

Can’t answer that? They’re not in your pipeline. They’re in your wish list.

THE CHALLENGE

Take your top five opportunities. For each one, ask:

“Has this client explicitly stated what it costs them to do nothing?”

If not — discovery isn’t finished. It’s barely started.

A smaller, qualified pipeline always outsells a bloated, hopeful one.

Drop “QUALIFY” in the comments if you’re auditing your pipeline today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #ProofStatements