🤩 Today’s SPIN® Behaviour Challenge

“Hi, I’m calling from [COMPANY] and I’d like to tell you about our exciting new—”

Click.

Gone. And honestly? You deserved it.

The Script Is the Problem

Scripted pitches were built for consistency. What they deliver is consistently ignored.

Clients sense the script within seconds. And when they do, they close down.

A script isn’t curiosity. It’s a form being filled in.

Start With an Initial Advantage Statement

Before your first question, earn the right to ask it.

One sentence. Specific. Business or emotional value.

Business: “We’ve helped similar teams cut onboarding time by 30% — I wanted to see if that’s a pressure you’re feeling.”

Emotional: “I know Q3 planning is brutal right now — I wanted a conversation that might make one part of it easier.”

Not a pitch. A reason to stay on the line.

Then ask your first SPIN® question.

THE CHALLENGE: 

Ditch the scripted opener. Replace it with one researched Initial Advantage Statement and one genuine SPIN® question:

“I noticed you expanded into three new markets last quarter — how is that affecting your onboarding?”

That’s not a script. That’s a conversation starter.

Scripts create consistency. Curiosity creates conversations. Only one closes.

Drop “HUMAN” in the comments if you’re ditching the script today 👇​​​​​​​​​​​​​​​​

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #ConversationStarter