Five KeyQuestionsthat BuildRelationshipsKey 3 of 5TheFrustrationQuestionSPINSellingin ActionStrategicQuestionSuggestionsInviteKey 1 of 5TheMotivationQuestionProblemQuestionsThe KeystoWinningin SalesFourAmplificationQuestionsAgreementQuestionsCommonQuestioningTechniquesProspectsclarify problemsin their mindsand yoursthroughquestionsImplicationQuestionsBepatientAskquestionsaccording totheirstructureKey 5 of 5TheCommitmentQuestionCapitalizeon speedof thoughtBecomea Doctorof SellingStep 4 of theRelationshipSelling CycleAskingquestions is theprimary tool foridentifyingproblemsCheckPeople canthink at arate muchfaster thanthey talkOpen-EndedQuestions3 of 4TimeFrame3 of 4SilenceNeed-PayoffQuestionsClosed-EndedQuestionsTakeNotes4 of 4GainagreementAvoidprejudgment1 of 4Double-checkquestionsKey 2 of 5TheSuccessQuestionStrategicQuestionPlanningObjectivesAllowThere is nouniversallyagreed uponset ofquestionsKey 4 of 5The RightFitQuestionAskingQuestionson SocialMedia1 of 4HotButtonClear2 of 4NonverbalGesturesBecomea MasterListener4 of 4ContinuationQuestions1 of 3AvoidConfusingLanguageReinforceImprovingListeningSkills3 of 3Give EachQuestiona Purpose2 of 3Establisha ClearAgendaNeedDiscoveryInternalSummaryQuestionsAnticipate,Summarize,Response,Listen,Silence2 of 4PurchaseCriteriaAdvantagesofAmplificationQuestionNeedDiscovery’sCriticalRoleSituationQuestionsThe Heartof theSalesCycleFive KeyQuestionsthat BuildRelationshipsKey 3 of 5TheFrustrationQuestionSPINSellingin ActionStrategicQuestionSuggestionsInviteKey 1 of 5TheMotivationQuestionProblemQuestionsThe KeystoWinningin SalesFourAmplificationQuestionsAgreementQuestionsCommonQuestioningTechniquesProspectsclarify problemsin their mindsand yoursthroughquestionsImplicationQuestionsBepatientAskquestionsaccording totheirstructureKey 5 of 5TheCommitmentQuestionCapitalizeon speedof thoughtBecomea Doctorof SellingStep 4 of theRelationshipSelling CycleAskingquestions is theprimary tool foridentifyingproblemsCheckPeople canthink at arate muchfaster thanthey talkOpen-EndedQuestions3 of 4TimeFrame3 of 4SilenceNeed-PayoffQuestionsClosed-EndedQuestionsTakeNotes4 of 4GainagreementAvoidprejudgment1 of 4Double-checkquestionsKey 2 of 5TheSuccessQuestionStrategicQuestionPlanningObjectivesAllowThere is nouniversallyagreed uponset ofquestionsKey 4 of 5The RightFitQuestionAskingQuestionson SocialMedia1 of 4HotButtonClear2 of 4NonverbalGesturesBecomea MasterListener4 of 4ContinuationQuestions1 of 3AvoidConfusingLanguageReinforceImprovingListeningSkills3 of 3Give EachQuestiona Purpose2 of 3Establisha ClearAgendaNeedDiscoveryInternalSummaryQuestionsAnticipate,Summarize,Response,Listen,Silence2 of 4PurchaseCriteriaAdvantagesofAmplificationQuestionNeedDiscovery’sCriticalRoleSituationQuestionsThe Heartof theSalesCycle

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