🤩 Today’s SPIN® Behaviour Challenge

“Can you hear me? You’re breaking up. Let me try turning my camera off.”

Five minutes gone. Momentum dead. The exec on the other end is already checking email.

Technical chaos isn’t bad luck. It’s a preparation failure.

The Credibility You Lose Before You Speak

Huthwaite’s research is clear: credibility assessments happen within the first minutes of any interaction.

Virtual calls made that window smaller.

Before your first SPIN® question, the client has already decided something — based on your audio, your lighting, your ability to run a call without a crisis.

A choppy connection doesn’t just delay the meeting.

It signals: this person doesn’t sweat the details.

THE CHALLENGE: 

The 10-Minute Pre-Call Protocol

Before every significant virtual meeting:

Test audio and video — not assumptions.

Close every unnecessary tab.

Have a backup: mobile hotspot, phone dial-in ready.

Camera at eye level. Light in front, not behind.

Start on time. Open with a sharp Initial Advantage Statement.

The client thinks: “This person is prepared.”

Prepared is the first step to credible.

You can’t ask a great Implication question if nobody can hear it.

Drop “PREPARED” in the comments if you’re eliminating technical excuses today 👇

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #Prepared