Question

Presidential Aviation has provided charter flights to a wide array of customers, including business travelers worldwide. The company is known for its ability to cater to passengers’ every desire, including gourmet meals, special beverages, entertainment while in the air, and other luxury accommodations. Miguel Lopez is a salesperson for Presidential Aviation. Today he will be making his first visit to Jorge Morales, a procurement officer at Regent Seven Seas Cruises. Develop a set of SPIN questions to discover Jorge Morales’s needs.

Develop a set of SPIN questions to discover Jorge Morales’s needs.

Answer 1

SPIN is the acronym for

Situational question

Problem question

Implication question

Need question.

The situation questions are asked to collect facts. Only the essential questions are required to be asked. Some of the questions will be

1-)What equipment are you using currently?

2-) Have you purchased it or rented it ?

3-) What kind of experience do you like while flying?

Problem question is generally asked to ask what problem is the customer facing . It is an opportunity in dissatisfaction. The questions which Lopez will be asking to Morales are as follows-

1-) What problems does Morales face in catering while flying?

2-) What personal problems with crew is being faced ?

3-) What is the issue with seating and legroom ?

Implication question includes the outcomes of a problem. It means that a problem which has various consequences. The questions are

1-) Does the dull Interior makes the travelling boring?

2-) Does lack of entertainment makes flying monotonously?

3-) Do lack of meeting hall, conference room for long flights acts as a hindrance for business?

Need question is basically asked to find out the core problem and what customer needs. The questions are-

1-)What is more important a faster flight or enhanced customer experience?

2-) Would Morales want an Interior with peaceful atmosphere or the interior which goes with a party mood?

3-) Do the customer want separate cubicle for everybody or only for some individuals?