🤩 Today’s SPIN® Behaviour Challenge
Your best sellers aren’t resistant to CRM. They’re resistant to pointless admin dressed up as strategy.
And honestly? They’re right.
A CRM that captures activity instead of insight isn’t a sales tool. It’s a surveillance system.
The problem was never the technology. It was what you asked people to log.
Two Fields That Change Everything
Forget the rest. Add just these two to every opportunity:
Implied Need:
What problem did they mention but not yet feel the full weight of?
→ “Our onboarding takes too long.”
Explicit Need:
What did they commit to solving — in their words, with consequence?
→ “We need to cut onboarding time by 30% before Q3 or we lose the people we just hired.”
That gap between the two fields? That’s your entire sales strategy.
Explicit Need still empty? Discovery isn’t finished. Deal isn’t real.
THE CHALLENGE
After your next call, ignore every other field. Fill in just these two.
If Explicit Need is blank — you know exactly what your next conversation needs to do.
Stop logging what you did. Start capturing what they said.
Drop “INSIGHT” in the comments if your CRM deserves better data 👇
Need inspiration — text “30 min” on my mobile +4526700356
All the best.
Anders 🤩
Anders Christian Hjort Top 💯 Sales Influencer & Behaviour Change Expert 