🤩 Today’s SPIN® Behaviour Challenge

You got the commitment. You didn’t get the promise.

They sound identical. The difference shows up three weeks later when nothing has moved.

The Distinction That Closes

A commitment is cognitive: “Yes, we’re moving forward.”

A promise is social: “I will personally present this to the board by Friday.”

The client who commits is interested.

The client who promises is invested.

Huthwaite’s research is clear: top performers don’t just secure agreement — they secure specific, named, personal workable action.

And here’s the SPIN® connection: the client who has articulated the value out loud — in their own words — isn’t just agreeing with you.

They’ve made a case to themselves. People keep promises they made to themselves.

THE CHALLENGE

End your next conversation with this instead of “so we’re agreed”:

“What will you promise me to do — and by when — to move this forward?”

Silence after that question is information.

The answer is your real qualification test.

Commitment tells you where they stand. A promise tells you if they’ll move.

Drop “PROMISE” in the comments if you’re upgrading your close today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #SituationQuestions

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