🤩 Today’s SPIN® Behaviour Challenge
The client isn’t disengaged. They’re exhausted by your questions.
“How many employees do you have?”
“What’s your current process?”
“Who else is involved in the decision?”
Information you could have found in five minutes before the call.
That’s not discovery. That’s laziness with a notepad.
The Stupid Question Tax
Every unnecessary Situation question costs you something you can’t get back.
Credibility.
Huthwaite’s research was unambiguous: top performers asked fewer Situation questions — because they did the homework first. They arrived already knowing the context. Their questions started where Google ended.
The average seller uses the client’s time to prepare.
The top performer uses their own time to prepare — and the client’s time to go deeper.
Situation questions aren’t an invitation to be lazy. They’re a scalpel for uncovering what research can’t reach.
“I noticed your last two quarters showed margin pressure in EMEA — what’s driving that at the ground level?”
That’s not a stupid question. That’s a question that makes the client lean forward.
THE CHALLENGE
Before your next call, write down every Situation question you planned to ask.
Then ruthlessly delete every one you could answer yourself with 10 minutes of research.
What remains? Those are your real questions.
Start there. The client will notice immediately.
The best question you can ask is the one that proves you already did the work.
Drop “PREPARED” in the comments if you’re done wasting your client’s time 👇
Need inspiration — text “30 min” on my mobile +4526700356
All the best.
Anders 🤩
Anders Christian Hjort Top 💯 Sales Influencer & Behaviour Change Expert 