Key 5 of 5TheCommitmentQuestion2 of 3Establisha ClearAgenda2 of 4PurchaseCriteriaClearPeople canthink at arate muchfaster thanthey talk2 of 4NonverbalGesturesKey 1 of 5TheMotivationQuestionBepatientFourAmplificationQuestionsAskingquestions is theprimary tool foridentifyingproblemsKey 2 of 5TheSuccessQuestion1 of 3AvoidConfusingLanguageProblemQuestionsInternalSummaryQuestionsKey 3 of 5TheFrustrationQuestionSituationQuestions4 of 4ContinuationQuestionsNeedDiscoveryTakeNotes1 of 4Double-checkquestionsSPINSellingin ActionBecomea Doctorof SellingCheckAgreementQuestionsFive KeyQuestionsthat BuildRelationshipsInviteAskingQuestionson SocialMediaAdvantagesofAmplificationQuestionImplicationQuestions3 of 4Silence1 of 4HotButtonReinforceStrategicQuestionSuggestionsNeed-PayoffQuestionsStrategicQuestionPlanningObjectivesThe KeystoWinningin SalesCapitalizeon speedof thoughtKey 4 of 5The RightFitQuestionThe Heartof theSalesCycle3 of 4TimeFrameOpen-EndedQuestionsAskquestionsaccording totheirstructureAnticipate,Summarize,Response,Listen,SilenceCommonQuestioningTechniques3 of 3Give EachQuestiona PurposeAvoidprejudgmentClosed-EndedQuestionsProspectsclarify problemsin their mindsand yoursthroughquestions4 of 4GainagreementNeedDiscovery’sCriticalRoleImprovingListeningSkillsBecomea MasterListenerThere is nouniversallyagreed uponset ofquestionsAllowStep 4 of theRelationshipSelling CycleKey 5 of 5TheCommitmentQuestion2 of 3Establisha ClearAgenda2 of 4PurchaseCriteriaClearPeople canthink at arate muchfaster thanthey talk2 of 4NonverbalGesturesKey 1 of 5TheMotivationQuestionBepatientFourAmplificationQuestionsAskingquestions is theprimary tool foridentifyingproblemsKey 2 of 5TheSuccessQuestion1 of 3AvoidConfusingLanguageProblemQuestionsInternalSummaryQuestionsKey 3 of 5TheFrustrationQuestionSituationQuestions4 of 4ContinuationQuestionsNeedDiscoveryTakeNotes1 of 4Double-checkquestionsSPINSellingin ActionBecomea Doctorof SellingCheckAgreementQuestionsFive KeyQuestionsthat BuildRelationshipsInviteAskingQuestionson SocialMediaAdvantagesofAmplificationQuestionImplicationQuestions3 of 4Silence1 of 4HotButtonReinforceStrategicQuestionSuggestionsNeed-PayoffQuestionsStrategicQuestionPlanningObjectivesThe KeystoWinningin SalesCapitalizeon speedof thoughtKey 4 of 5The RightFitQuestionThe Heartof theSalesCycle3 of 4TimeFrameOpen-EndedQuestionsAskquestionsaccording totheirstructureAnticipate,Summarize,Response,Listen,SilenceCommonQuestioningTechniques3 of 3Give EachQuestiona PurposeAvoidprejudgmentClosed-EndedQuestionsProspectsclarify problemsin their mindsand yoursthroughquestions4 of 4GainagreementNeedDiscovery’sCriticalRoleImprovingListeningSkillsBecomea MasterListenerThere is nouniversallyagreed uponset ofquestionsAllowStep 4 of theRelationshipSelling Cycle

Chapter 11 - Need Discovery - 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. Key 5 of 5 The Commitment Question
  2. 2 of 3 Establish a Clear Agenda
  3. 2 of 4 Purchase Criteria
  4. Clear
  5. People can think at a rate much faster than they talk
  6. 2 of 4 Nonverbal Gestures
  7. Key 1 of 5 The Motivation Question
  8. Be patient
  9. Four Amplification Questions
  10. Asking questions is the primary tool for identifying problems
  11. Key 2 of 5 The Success Question
  12. 1 of 3 Avoid Confusing Language
  13. Problem Questions
  14. Internal Summary Questions
  15. Key 3 of 5 The Frustration Question
  16. Situation Questions
  17. 4 of 4 Continuation Questions
  18. Need Discovery
  19. Take Notes
  20. 1 of 4 Double-check questions
  21. SPIN Selling in Action
  22. Become a Doctor of Selling
  23. Check
  24. Agreement Questions
  25. Five Key Questions that Build Relationships
  26. Invite
  27. Asking Questions on Social Media
  28. Advantages of Amplification Question
  29. Implication Questions
  30. 3 of 4 Silence
  31. 1 of 4 Hot Button
  32. Reinforce
  33. Strategic Question Suggestions
  34. Need-Payoff Questions
  35. Strategic Question Planning Objectives
  36. The Keys to Winning in Sales
  37. Capitalize on speed of thought
  38. Key 4 of 5 The Right Fit Question
  39. The Heart of the Sales Cycle
  40. 3 of 4 Time Frame
  41. Open-Ended Questions
  42. Ask questions according to their structure
  43. Anticipate, Summarize, Response, Listen, Silence
  44. Common Questioning Techniques
  45. 3 of 3 Give Each Question a Purpose
  46. Avoid prejudgment
  47. Closed-Ended Questions
  48. Prospects clarify problems in their minds and yours through questions
  49. 4 of 4 Gain agreement
  50. Need Discovery’s Critical Role
  51. Improving Listening Skills
  52. Become a Master Listener
  53. There is no universally agreed upon set of questions
  54. Allow
  55. Step 4 of the Relationship Selling Cycle