🤩 Today’s SPIN® Behaviour Challenge

“The market’s tough right now.”

It is. Tough for everyone.

And yet some sellers made quota anyway.

Same market. Same product. Different conversation about failure.

How Top Performers Talk About a Bad Quarter

Average sellers explain it. Top performers interrogate it.

Average: “The deals just didn’t close. Budgets got frozen.”

Top performer: “I didn’t ask the Implication questions early enough — by the time urgency mattered, I’d lost the window.”

One explains the world. The other examines the behaviour.

Huthwaite’s research found this distinction predicts future performance better than almost anything else.

You can’t coach the economy. You can fix the questions you didn’t ask.

THE CHALLENGE:

Write the explanation for your worst result. Now rewrite it — removing every external factor. Keep only what you did or didn’t do.

“I didn’t qualify hard enough on three deals.”

Uncomfortable? Good. That’s the version you can act on.

The market doesn’t care about your excuses. Your next quarter doesn’t either.

Drop “OWNERSHIP” in the comments if you’re rewriting your story today 👇

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #BuyingCycle #Mindset #Attitude #Ownership