AllowAnticipate,Summarize,Response,Listen,SilenceCheck1 of 3AvoidConfusingLanguage2 of 3Establisha ClearAgendaFive KeyQuestionsthat BuildRelationshipsImplicationQuestionsClearProspectsclarify problemsin their mindsand yoursthroughquestionsFourAmplificationQuestionsStep 4 of theRelationshipSelling CycleImprovingListeningSkillsNeedDiscovery’sCriticalRoleBecomea Doctorof SellingThe Heartof theSalesCycleStrategicQuestionSuggestions2 of 4NonverbalGestures3 of 4SilenceOpen-EndedQuestionsSituationQuestionsThe KeystoWinningin SalesThere is nouniversallyagreed uponset ofquestionsKey 2 of 5TheSuccessQuestion3 of 3Give EachQuestiona PurposeSPINSellingin ActionKey 1 of 5TheMotivationQuestionAskingquestions is theprimary tool foridentifyingproblems1 of 4Double-checkquestionsReinforceAskquestionsaccording totheirstructureStrategicQuestionPlanningObjectivesAskingQuestionson SocialMediaClosed-EndedQuestionsNeedDiscoveryInternalSummaryQuestionsNeed-PayoffQuestionsAgreementQuestionsKey 3 of 5TheFrustrationQuestionInviteAdvantagesofAmplificationQuestion4 of 4ContinuationQuestionsPeople canthink at arate muchfaster thanthey talkTakeNotesBecomea MasterListenerCommonQuestioningTechniquesProblemQuestionsBepatient4 of 4Gainagreement1 of 4HotButtonAvoidprejudgment3 of 4TimeFrameKey 4 of 5The RightFitQuestionCapitalizeon speedof thoughtKey 5 of 5TheCommitmentQuestion2 of 4PurchaseCriteriaAllowAnticipate,Summarize,Response,Listen,SilenceCheck1 of 3AvoidConfusingLanguage2 of 3Establisha ClearAgendaFive KeyQuestionsthat BuildRelationshipsImplicationQuestionsClearProspectsclarify problemsin their mindsand yoursthroughquestionsFourAmplificationQuestionsStep 4 of theRelationshipSelling CycleImprovingListeningSkillsNeedDiscovery’sCriticalRoleBecomea Doctorof SellingThe Heartof theSalesCycleStrategicQuestionSuggestions2 of 4NonverbalGestures3 of 4SilenceOpen-EndedQuestionsSituationQuestionsThe KeystoWinningin SalesThere is nouniversallyagreed uponset ofquestionsKey 2 of 5TheSuccessQuestion3 of 3Give EachQuestiona PurposeSPINSellingin ActionKey 1 of 5TheMotivationQuestionAskingquestions is theprimary tool foridentifyingproblems1 of 4Double-checkquestionsReinforceAskquestionsaccording totheirstructureStrategicQuestionPlanningObjectivesAskingQuestionson SocialMediaClosed-EndedQuestionsNeedDiscoveryInternalSummaryQuestionsNeed-PayoffQuestionsAgreementQuestionsKey 3 of 5TheFrustrationQuestionInviteAdvantagesofAmplificationQuestion4 of 4ContinuationQuestionsPeople canthink at arate muchfaster thanthey talkTakeNotesBecomea MasterListenerCommonQuestioningTechniquesProblemQuestionsBepatient4 of 4Gainagreement1 of 4HotButtonAvoidprejudgment3 of 4TimeFrameKey 4 of 5The RightFitQuestionCapitalizeon speedof thoughtKey 5 of 5TheCommitmentQuestion2 of 4PurchaseCriteria

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.


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