4Refocus onthe bigpicture(identifyneeds)LeadershipAcknowledge,Discover,Resolve,CheckFacts, eventsor conditionsin theprospect'senvironmentTransitionAcknowledge,then gainagreement toask aquestionSay,"Tell memore."The moreimportantobjectiveunderlyingthe needCheckingFind thegaps in thecustomer'srisk/EBstrategySolutionfreezoneSocialSellingFind theirbasic needs& qualifythemSkepticismHowconfidentare you..?How doesthat effectyou?Introduceour pre-callresearch &find painConnecting,Commonality,& CluesConsultative12Yourprospect'sbusiness &HUB'sCapabilitiesSituational,Problem,Implication,Need PayoffThe who,what, &so whatCommodityYou canend upgettingrolledSharedetailedsolutions &guarantee alower priceOfferingrelevantproofBuildrapport& trustRoundelWhyHowImpactProvidingaccurateinformationMisunder-standing,drawback,SkepticismPain/Problems/ChallengesSocialsellingindexTaking notesat yourprospectmeetingFinance,Image, &PerformanceConfirmingFindneeds &qualify4Refocus onthe bigpicture(identifyneeds)LeadershipAcknowledge,Discover,Resolve,CheckFacts, eventsor conditionsin theprospect'senvironmentTransitionAcknowledge,then gainagreement toask aquestionSay,"Tell memore."The moreimportantobjectiveunderlyingthe needCheckingFind thegaps in thecustomer'srisk/EBstrategySolutionfreezoneSocialSellingFind theirbasic needs& qualifythemSkepticismHowconfidentare you..?How doesthat effectyou?Introduceour pre-callresearch &find painConnecting,Commonality,& CluesConsultative12Yourprospect'sbusiness &HUB'sCapabilitiesSituational,Problem,Implication,Need PayoffThe who,what, &so whatCommodityYou canend upgettingrolledSharedetailedsolutions &guarantee alower priceOfferingrelevantproofBuildrapport& trustRoundelWhyHowImpactProvidingaccurateinformationMisunder-standing,drawback,SkepticismPain/Problems/ChallengesSocialsellingindexTaking notesat yourprospectmeetingFinance,Image, &PerformanceConfirmingFindneeds &qualify

HUB Sales Process Review - Call List

(Print) Use this randomly generated list as your call list when playing the game. There is no need to say the BINGO column name. Place some kind of mark (like an X, a checkmark, a dot, tally mark, etc) on each cell as you announce it, to keep track. You can also cut out each item, place them in a bag and pull words from the bag.


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  1. 4
  2. Refocus on the big picture (identify needs)
  3. Leadership
  4. Acknowledge, Discover, Resolve, Check
  5. Facts, events or conditions in the prospect's environment
  6. Transition
  7. Acknowledge, then gain agreement to ask a question
  8. Say, "Tell me more."
  9. The more important objective underlying the need
  10. Checking
  11. Find the gaps in the customer's risk/EB strategy
  12. Solution free zone
  13. Social Selling
  14. Find their basic needs & qualify them
  15. Skepticism
  16. How confident are you..?
  17. How does that effect you?
  18. Introduce our pre-call research & find pain
  19. Connecting, Commonality, & Clues
  20. Consultative
  21. 12
  22. Your prospect's business & HUB's Capabilities
  23. Situational, Problem, Implication, Need Payoff
  24. The who, what, & so what
  25. Commodity
  26. You can end up getting rolled
  27. Share detailed solutions & guarantee a lower price
  28. Offering relevant proof
  29. Build rapport & trust
  30. Roundel
  31. Why How Impact
  32. Providing accurate information
  33. Misunder-standing, drawback, Skepticism
  34. Pain/ Problems/ Challenges
  35. Social selling index
  36. Taking notes at your prospect meeting
  37. Finance, Image, & Performance
  38. Confirming
  39. Find needs & qualify