🤩 Today’s SPIN® Behaviour Challenge

AI just made half of what most sellers do obsolete.

The research. The outreach. The follow-up summaries.

And the sellers who built their identity around those activities?

They’re not being disrupted by AI. They’re being revealed by it.

What AI Can’t Replace

AI can generate questions. It can’t create the moment when a client hears themselves say something they’ve never said out loud before.

AI can analyse a deal. It can’t feel the hesitation behind an answer — and know exactly which Implication question to ask next.

Neil Rackham saw this coming before the technology arrived. The transactional sale was always going to commoditise.

What remains — what demands a human — is the consultative conversation.

Situation questions researched by AI. 

Problem questions sharpened by AI.

Implication and Need-Payoff? That’s where the human still wins.

THE CHALLENGE

Ask yourself honestly:

“Which parts of my sales process could AI do tomorrow — and what’s left that only I can do?”

Whatever remains — double down there.

That’s your moat. That’s your career.

AI reveals how consultative you really are. The rest was always on borrowed time.

Drop “HUMAN” in the comments if you’re future-proofing today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #SalesLeadership #SituationQuestions