AllowInvite1 of 4Double-checkquestionsThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,Silence1 of 4HotButtonImplicationQuestions2 of 4NonverbalGesturesAskingQuestionson SocialMediaAdvantagesofAmplificationQuestionClosed-EndedQuestionsBecomea MasterListenerCheckStrategicQuestionSuggestionsClear1 of 3AvoidConfusingLanguageInternalSummaryQuestionsAskingquestions is theprimary tool foridentifyingproblems3 of 4SilencePeople canthink at arate muchfaster thanthey talkThe Heartof theSalesCycle3 of 4TimeFrameKey 5 of 5TheCommitmentQuestionNeedDiscovery’sCriticalRoleStrategicQuestionPlanningObjectives4 of 4GainagreementKey 2 of 5TheSuccessQuestion2 of 3Establisha ClearAgendaAskquestionsaccording totheirstructure3 of 3Give EachQuestiona PurposeThere is nouniversallyagreed uponset ofquestionsCommonQuestioningTechniquesAvoidprejudgmentBecomea Doctorof SellingStep 4 of theRelationshipSelling CycleKey 4 of 5The RightFitQuestionBepatientFourAmplificationQuestions4 of 4ContinuationQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsNeedDiscoveryCapitalizeon speedof thoughtReinforceKey 1 of 5TheMotivationQuestionTakeNotesKey 3 of 5TheFrustrationQuestionOpen-EndedQuestionsSituationQuestionsNeed-PayoffQuestionsSPINSellingin ActionFive KeyQuestionsthat BuildRelationships2 of 4PurchaseCriteriaImprovingListeningSkillsProblemQuestionsAgreementQuestionsAllowInvite1 of 4Double-checkquestionsThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,Silence1 of 4HotButtonImplicationQuestions2 of 4NonverbalGesturesAskingQuestionson SocialMediaAdvantagesofAmplificationQuestionClosed-EndedQuestionsBecomea MasterListenerCheckStrategicQuestionSuggestionsClear1 of 3AvoidConfusingLanguageInternalSummaryQuestionsAskingquestions is theprimary tool foridentifyingproblems3 of 4SilencePeople canthink at arate muchfaster thanthey talkThe Heartof theSalesCycle3 of 4TimeFrameKey 5 of 5TheCommitmentQuestionNeedDiscovery’sCriticalRoleStrategicQuestionPlanningObjectives4 of 4GainagreementKey 2 of 5TheSuccessQuestion2 of 3Establisha ClearAgendaAskquestionsaccording totheirstructure3 of 3Give EachQuestiona PurposeThere is nouniversallyagreed uponset ofquestionsCommonQuestioningTechniquesAvoidprejudgmentBecomea Doctorof SellingStep 4 of theRelationshipSelling CycleKey 4 of 5The RightFitQuestionBepatientFourAmplificationQuestions4 of 4ContinuationQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsNeedDiscoveryCapitalizeon speedof thoughtReinforceKey 1 of 5TheMotivationQuestionTakeNotesKey 3 of 5TheFrustrationQuestionOpen-EndedQuestionsSituationQuestionsNeed-PayoffQuestionsSPINSellingin ActionFive KeyQuestionsthat BuildRelationships2 of 4PurchaseCriteriaImprovingListeningSkillsProblemQuestionsAgreementQuestions

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