🤩 Today’s SPIN® Behaviour Challenge

No reply. No excuse. No rejection. Just silence.

You’ve been ghosted. And it’s probably your fault.

The Real Reason

They didn’t lose interest. They lost confidence the value was worth the internal fight.

You stopped asking questions and started waiting. So they’re now running the internal campaign — alone.

You handed them a proposal. Not a partnership.

THE CHALLENGE

Don’t send: “Just checking in — any update?”

Send this instead:

“Has anything changed internally since we last spoke that we should factor in?”

Then one Need-Payoff question:

“What would it mean for your team if this was resolved before Q3?”

Not chasing. Re-igniting.

The client who feels supported and see the value doesn’t ghost. They advance.

Drop “GHOST” in the comments if you’re turning silence into momentum today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #SituationQuestions