🤩 Today’s SPIN® Behaviour Challenge

You were winning. Comfortably.

Then something shifted. The energy changed. The champion went quiet.

And you didn’t notice until it was too late.

The Decision Criteria Drift

In complex deals, decision criteria don’t stay still.

A new stakeholder enters. A competitor reframes the problem. A board priority changes overnight. And the scorecard you were winning on gets quietly rewritten.

Most sellers find out at the end. Top performers detect it in the middle.

How? They never stop asking Situation and Problem questions — even deep into the sales cycle.

Because the client who told you price was secondary in February may have a new CFO in April.

The signals are always there:

Slower responses. Rescheduled meetings. New names on email threads. Your champion hedging language they previously owned.

One question surfaces all of it:

“Since we last spoke — has anything changed internally in how you’re thinking about this decision?”

Ten seconds. Could save a six-month deal.

THE CHALLENGE:

Add one question to every active opportunity this week:

“Are the things that matter most still the same — or has anything shifted?”

Not because you’re uncertain. Because you’re paying attention.

Do you agree?

I am Regional Development Director at Huthwaite International.

Drop “DRIFT” in the comments if you’re requalifying your pipeline today 👇

Thank you.

Need inspiration — text “30 min” on my mobile +45 2670 0356

All the best.

Anders 🤩

#Huthwaite #SPINselling #EnterpriseSales #DecisionCriteria #SalesLeadership #B2BSales