🤩 Today’s SPIN® Behaviour Challenge

Your top performer made half the calls last quarter.

And closed twice the revenue.

Nobody wants to say it out loud — because it breaks every activity dashboard, every KPI report, every sales manager’s comfort blanket.

But the data doesn’t lie. Elite sellers do less. And win more.

The Less-Is-More Paradox

Huthwaite’s research didn’t find that top performers worked harder. It found they worked differently.

They qualified ruthlessly — and walked away from opportunities average sellers would have chased for months.

They spent more time preparing fewer calls — and arrived with questions that made clients lean forward.

They advanced deals deliberately — never mistaking a continuation for progress.

Volume is the strategy of sellers who don’t trust their own quality.

The average seller compensates for shallow conversations with more of them. The top performer invests in fewer, deeper ones — where Implication questions surface real pain and Need-Payoff questions make clients name the value themselves.

One conversation like that is worth twenty that go nowhere.

THE CHALLENGE:

Look at your activity this week.

Now ask: “Which of these conversations actually advanced a real opportunity — and which ones just felt productive?”

Cut one low-quality recurring activity.

Reinvest that time in preparing one better question for one better conversation.

The best sellers aren’t the busiest. They’re the most deliberate.

Drop “DELIBERATE” in the comments if you’re choosing quality over quantity today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #Discounts