The Heartof theSalesCycleProblemQuestionsAskingQuestionson SocialMediaNeed-PayoffQuestionsBecomea Doctorof SellingPeople canthink at arate muchfaster thanthey talkKey 2 of 5TheSuccessQuestionFourAmplificationQuestionsThe KeystoWinningin SalesKey 3 of 5TheFrustrationQuestionSPINSellingin ActionOpen-EndedQuestionsInviteKey 5 of 5TheCommitmentQuestionNeedDiscovery’sCriticalRoleReinforceProspectsclarify problemsin their mindsand yoursthroughquestions2 of 4PurchaseCriteria4 of 4ContinuationQuestionsImprovingListeningSkills3 of 3Give EachQuestiona PurposeKey 1 of 5TheMotivationQuestionClearStrategicQuestionPlanningObjectivesAdvantagesofAmplificationQuestionNeedDiscoveryFive KeyQuestionsthat BuildRelationships2 of 4NonverbalGesturesImplicationQuestionsClosed-EndedQuestions1 of 4Double-checkquestionsStrategicQuestionSuggestionsAllow3 of 4SilenceBepatient4 of 4GainagreementCommonQuestioningTechniquesThere is nouniversallyagreed uponset ofquestionsInternalSummaryQuestionsAgreementQuestions2 of 3Establisha ClearAgendaAnticipate,Summarize,Response,Listen,Silence1 of 3AvoidConfusingLanguageCapitalizeon speedof thoughtTakeNotesSituationQuestions1 of 4HotButtonKey 4 of 5The RightFitQuestionCheckStep 4 of theRelationshipSelling CycleAvoidprejudgmentBecomea MasterListenerAskquestionsaccording totheirstructure3 of 4TimeFrameAskingquestions is theprimary tool foridentifyingproblemsThe Heartof theSalesCycleProblemQuestionsAskingQuestionson SocialMediaNeed-PayoffQuestionsBecomea Doctorof SellingPeople canthink at arate muchfaster thanthey talkKey 2 of 5TheSuccessQuestionFourAmplificationQuestionsThe KeystoWinningin SalesKey 3 of 5TheFrustrationQuestionSPINSellingin ActionOpen-EndedQuestionsInviteKey 5 of 5TheCommitmentQuestionNeedDiscovery’sCriticalRoleReinforceProspectsclarify problemsin their mindsand yoursthroughquestions2 of 4PurchaseCriteria4 of 4ContinuationQuestionsImprovingListeningSkills3 of 3Give EachQuestiona PurposeKey 1 of 5TheMotivationQuestionClearStrategicQuestionPlanningObjectivesAdvantagesofAmplificationQuestionNeedDiscoveryFive KeyQuestionsthat BuildRelationships2 of 4NonverbalGesturesImplicationQuestionsClosed-EndedQuestions1 of 4Double-checkquestionsStrategicQuestionSuggestionsAllow3 of 4SilenceBepatient4 of 4GainagreementCommonQuestioningTechniquesThere is nouniversallyagreed uponset ofquestionsInternalSummaryQuestionsAgreementQuestions2 of 3Establisha ClearAgendaAnticipate,Summarize,Response,Listen,Silence1 of 3AvoidConfusingLanguageCapitalizeon speedof thoughtTakeNotesSituationQuestions1 of 4HotButtonKey 4 of 5The RightFitQuestionCheckStep 4 of theRelationshipSelling CycleAvoidprejudgmentBecomea MasterListenerAskquestionsaccording totheirstructure3 of 4TimeFrameAskingquestions is theprimary tool foridentifyingproblems

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