🤩 Today’s SPIN® Behaviour Challenge

A-players are rare. But not for the reason most sales leaders think.

It’s not talent. Not territory. Not work ethic.

It’s behaviour.

The Counterintuitive Truth

Huthwaite’s research across 35,000 sales calls found something that should change how every sales organisation hires and coaches.

The behaviours that create top performance feel wrong.

Ask fewer questions — but make each one count. Talk less — but make every word land. 

Slow down — especially when pressure says close. Surface pain — don’t solve it. Not yet. 

Let the client reach the conclusion — don’t hand it to them.

Every one contradicts what feels natural.

The eager seller pitches early. The anxious seller fills silence. The experienced seller pattern-matches and stops listening.

And here’s the brutal part: charisma and confidence — the traits most organisations hire for — actively mask these gaps.

The charming seller who never asks a great Implication question gets promoted anyway.

Until the data says otherwise.

A-players aren’t rare because great salespeople don’t exist.

They’re rare because most organisations reward the wrong behaviours.

THE CHALLENGE:

Look at your top performer. Then your average one.

Ask: “Which counterintuitive SPIN® behaviour does my average performer consistently avoid?”

That’s your coaching agenda.

Do you agree?

I am Regional Development Director at Huthwaite International.

Drop “BEHAVIOUR” in the comments if you’re developing A-players today 👇

Thank you.

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

All the best.

Anders 🤩

#Huthwaite #SPINselling #SalesLeadership #APlayers #Coaching #B2BSales #Behaviour

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