My comments on making suggestions in order to find deeper Problems apply equally well to Needs. Asking “What are your needs” is not going to work – I have to work a lot harder than that! When doing so, I find the Implication questions described in the SPIN method to...
The dreaded Short Circuit invariably starts from the first step of this mode of the SUBROUTINE, and so let’s just go back to it for a moment. The mistake I have to avoid is pushing Solutions – “Let’s try this …”, “We could do that …”, and so on, based on a superficial...
For example: My client complains that the 16-bit processor in his satellite application is too slow. Seeing an opportunity, I leap into action ….“Our HiRel 32-bit processor would seem to be ideal …” Yes, but I have got to think of software compatibility … Yes, but the...
But first, let’s remind ourselve of how the basic steps are interpreted in this mode. I first ask about the Situation, looking for observations that are free of judgements, interpretations and generalisations. I move on to finding out about the Problems that the...
The first thing to look out for when listening to the client’s Solutions is the Short Circuit. For example, I could arrive at this step because the client says, ‘… the software is crashing all the time and I need a new build today!’ … … pushing the conversation into a...
