🤩 Today’s SPIN® Behaviour Challenge

You solved a problem your client hadn’t cracked in three years. In four minutes. In front of their leadership team.

They smiled. They thanked you. They never called back.

You didn’t lose the deal by being too good. You lost it by making them feel it.

Never Outshine the Master

Robert Greene’s warning isn’t about ego management. It’s about human nature.

The client who feels outmanoeuvred — even by someone trying to help — doesn’t feel grateful. They feel exposed.

And exposed people don’t buy. They retreat.

This is where SPIN® becomes a philosophy of restraint.

The Implication question doesn’t show clients what they missed. It guides them to discover it themselves. The Need-Payoff question doesn’t showcase your brilliance. It lets them articulate the value — in their words.

Top performers know the answer. They ask the question anyway.

THE CHALLENGE

Next time you’re about to deliver the insight — pause. Ask instead:

“Based on what you’ve described — where do you think the biggest leverage point is?”

Let them arrive. Guide, don’t lead.

The client who discovers the answer trusts it more than the one who was given it.

The smartest seller in the room isn’t the one who shows it. It’s the one who makes the client feel it.

Drop “RESTRAINT” in the comments if you’re leading with questions over answers today 👇

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #Currency