🤩 Today’s SPIN® Behaviour Challenge

Your best seller just lost a deal before they walked in the room.

Not because of price. Not because of competition.

Because the last salesperson who called that client was terrible — and left a stain your top performer is now wearing.

Bad selling doesn’t just lose deals. It poisons the well for everyone.

The Reputation Tax

Every pushy cold call. Every premature pitch. Every “just checking in” email that adds zero value.

They accumulate. And they change how buyers show up.

Arms crossed. Walls up. Scepticism dialled to maximum before your best person says a single word.

Huthwaite’s research identified a brutal irony: the more sophisticated the buyer — the more damage bad selling does. Enterprise decision-makers who’ve been burned before don’t just ignore bad sellers.

They punish the next one.

And here’s the internal version nobody talks about: the mediocre seller on your own team is eroding your brand from the inside. Every clumsy discovery call. Every feature dump. Every relationship handled carelessly.

Your top performers are cleaning up messes they didn’t make — on accounts they didn’t touch.

THE CHALLENGE: 

The Standard Question

Ask your team this week:

“What impression does a client have of us after a first conversation — and how do we know?”

If nobody can answer that confidently — you don’t have a sales standard.

You have individuals operating on instinct. Some brilliant. Some quietly costing you everything.

The floor of your team’s behaviour is your brand. Not the ceiling.

One bad seller in ten calls poisons what nine great ones built.

Drop “STANDARD” in the comments if you’re raising the floor today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #SituationQuestions