Five KeyQuestionsthat BuildRelationshipsInviteNeed-PayoffQuestionsKey 5 of 5TheCommitmentQuestionReinforceStep 4 of theRelationshipSelling CycleAdvantagesofAmplificationQuestionKey 1 of 5TheMotivationQuestion3 of 4SilenceThe Heartof theSalesCycleStrategicQuestionSuggestionsKey 3 of 5TheFrustrationQuestionImprovingListeningSkills3 of 3Give EachQuestiona PurposeSituationQuestionsNeedDiscoveryThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,SilenceAskquestionsaccording totheirstructureAskingquestions is theprimary tool foridentifyingproblemsOpen-EndedQuestionsTakeNotes2 of 4PurchaseCriteriaKey 4 of 5The RightFitQuestionBepatientClosed-EndedQuestionsClearCommonQuestioningTechniquesAllow4 of 4GainagreementImplicationQuestions1 of 4HotButton1 of 3AvoidConfusingLanguagePeople canthink at arate muchfaster thanthey talkBecomea MasterListenerProspectsclarify problemsin their mindsand yoursthroughquestionsAvoidprejudgment3 of 4TimeFrame4 of 4ContinuationQuestions2 of 4NonverbalGesturesSPINSellingin ActionAgreementQuestionsNeedDiscovery’sCriticalRoleKey 2 of 5TheSuccessQuestion2 of 3Establisha ClearAgendaProblemQuestionsCheckInternalSummaryQuestions1 of 4Double-checkquestionsAskingQuestionson SocialMediaFourAmplificationQuestionsStrategicQuestionPlanningObjectivesThere is nouniversallyagreed uponset ofquestionsCapitalizeon speedof thoughtBecomea Doctorof SellingFive KeyQuestionsthat BuildRelationshipsInviteNeed-PayoffQuestionsKey 5 of 5TheCommitmentQuestionReinforceStep 4 of theRelationshipSelling CycleAdvantagesofAmplificationQuestionKey 1 of 5TheMotivationQuestion3 of 4SilenceThe Heartof theSalesCycleStrategicQuestionSuggestionsKey 3 of 5TheFrustrationQuestionImprovingListeningSkills3 of 3Give EachQuestiona PurposeSituationQuestionsNeedDiscoveryThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,SilenceAskquestionsaccording totheirstructureAskingquestions is theprimary tool foridentifyingproblemsOpen-EndedQuestionsTakeNotes2 of 4PurchaseCriteriaKey 4 of 5The RightFitQuestionBepatientClosed-EndedQuestionsClearCommonQuestioningTechniquesAllow4 of 4GainagreementImplicationQuestions1 of 4HotButton1 of 3AvoidConfusingLanguagePeople canthink at arate muchfaster thanthey talkBecomea MasterListenerProspectsclarify problemsin their mindsand yoursthroughquestionsAvoidprejudgment3 of 4TimeFrame4 of 4ContinuationQuestions2 of 4NonverbalGesturesSPINSellingin ActionAgreementQuestionsNeedDiscovery’sCriticalRoleKey 2 of 5TheSuccessQuestion2 of 3Establisha ClearAgendaProblemQuestionsCheckInternalSummaryQuestions1 of 4Double-checkquestionsAskingQuestionson SocialMediaFourAmplificationQuestionsStrategicQuestionPlanningObjectivesThere is nouniversallyagreed uponset ofquestionsCapitalizeon speedof thoughtBecomea Doctorof Selling

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