🤩 Today’s SPIN® Behaviour Challenge

You just delivered your best discovery question.

Silence.

A slight nod. Maybe a two-word answer.

And you panic — fill the silence, rephrase, over-explain, or worse — answer your own question.

You just lost the most valuable moment in the conversation.

The Low Reactor Problem

Some clients are simply low reactors. They don’t light up. They don’t volunteer. They don’t signal enthusiasm with body language or expansive answers.

Average sellers read this as disinterest — and compensate by talking more.

That’s exactly the wrong move.

Huthwaite’s research identified silence as one of the most mismanaged moments in sales. Top performers didn’t fill it. They held it — with calm, genuine curiosity — until the client felt compelled to go deeper.

A low reactor isn’t disengaged. They’re processing.

And the seller who respects that processing — who doesn’t rush, rescue, or redirect — gets access to something most sellers never reach:

The considered answer. The real answer. The one that reveals the genuine Implication.

Discomfort with silence is a Self-Orientation problem. You’re filling the gap for you — not for them.

THE CHALLENGE:

In your next conversation with a low reactor, ask one Implication question — then count silently to seven before saying anything.

Seven seconds feels like seven minutes.

Let it feel that way.

“What does that mean for the broader team?”

Then wait. Fully. Without rescuing.

What comes next is almost always worth the discomfort.

The client who takes longest to answer often has the most important thing to say.

Drop “SILENCE” in the comments if you’re holding the pause today 👇

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

All the best.

Anders 🤩

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