🤩 Today’s SPIN® Behaviour Challenge

The deal didn’t die in the meeting. It died the night before — when you decided you were prepared enough.

You weren’t. You just didn’t know it yet.

The Laziness Nobody Admits

Preparation laziness doesn’t look lazy. That’s what makes it dangerous.

It looks like confidence: “I know this client.”

It looks like experience: “I’ve done this a hundred times.”

It looks like efficiency: “I’ll see where the conversation goes.”

Huthwaite’s research is unambiguous: the quality of your questions is directly proportional to the quality of your thinking beforehand.

Top performers didn’t improvise their Implication questions. They mapped the ripple effects of the client’s likely problems — before the meeting.

Winging it feels like freedom. It looks like unpreparedness. And the client feels it within minutes.

THE CHALLENGE

Block 20 minutes before your next significant meeting. Answer three questions:

What am I assuming that I haven’t verified?

What’s the one Implication question that could change everything?

What does success look like — for them?

Twenty minutes of thinking beats an hour of improvising. Every time.

Drop “PREPARED” in the comments if you’re doing the work before the work today 👇

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

All the best.

Anders 🤩

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