🤩 Today’s SPIN® Behaviour Challenge

Your CRM measures deals. It doesn’t measure the conversation three years ago that made today’s deal inevitable.

The best enterprise sellers aren’t playing the quarterly game.

They’re playing a longer one entirely.

The Compounding Seller

Every Implication question asked today plants a seed.

The client files it away. Six months later, when the pain becomes undeniable, they don’t call a vendor.

They call the person who saw it coming.

Huthwaite’s research found that top performers invested in client understanding far beyond the current opportunity. They asked about future challenges. Emerging pressures. Strategic shifts.

Not to pitch. To understand.

That understanding is the moat. And it compounds — every conversation, every year.

THE CHALLENGE:

In your next client conversation, ask one question with nothing to do with your current opportunity:

“Where do you see the biggest shift in your industry over the next three years — and where does that leave your team?”

Don’t pitch off the answer. Just listen.

You just planted a seed your competitors don’t know exists.

Deals close quarters. Relationships close decades. Only one compounds.

Drop “LONGGAME” in the comments if you’re thinking beyond the current opportunity today 👇

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #longgame