🤩 Today’s SPIN® Behaviour Challenge

Your client gave you 60 minutes. You needed 20. And you filled the rest with slides.

Meeting length isn’t a gift. It’s a trap — if you don’t know what each minute is for.

Match the Format to the SPIN® Stage

15 minutes

Open with your Initial Advantage Statement. One precise Implication question. One specific next step.

One job: earn the longer meeting.

30 minutes

The discovery sweet spot. Initial Advantage Statement, then SPIN® questions that map value and the real cost of inaction. Leave with explicit needs — or you didn’t use the time well.

60 minutes

Not for presenting. For co-creating. Need-Payoff questions. Business case building. Stakeholder consensus.

Still presenting at minute 40? You’ve wasted the meeting.

The pattern: Top performers use less of the available time — and create more impact with it.

THE CHALLENGE

Before your next meeting, answer one question:

“What single outcome makes this meeting a success — and which SPIN® questions gets me there?”

Build backwards from that outcome.

Not from your agenda. From theirs.

The meeting that closes isn’t the longest. It’s the most intentional.

Drop “INTENTIONAL” in the comments if you’re matching questions to minutes today 👇

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #Intention