Becomea MasterListenerAgreementQuestions3 of 4SilencePeople canthink at arate muchfaster thanthey talkAskingquestions is theprimary tool foridentifyingproblems1 of 4HotButtonInviteCapitalizeon speedof thoughtThe Heartof theSalesCycleKey 1 of 5TheMotivationQuestionAskingQuestionson SocialMedia2 of 3Establisha ClearAgendaClosed-EndedQuestionsImplicationQuestionsAdvantagesofAmplificationQuestion2 of 4NonverbalGesturesFive KeyQuestionsthat BuildRelationships4 of 4ContinuationQuestionsKey 3 of 5TheFrustrationQuestionKey 4 of 5The RightFitQuestion3 of 3Give EachQuestiona PurposeCheck2 of 4PurchaseCriteriaNeed-PayoffQuestionsThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,SilenceImprovingListeningSkills4 of 4GainagreementSituationQuestionsClearBepatientReinforceBecomea Doctorof SellingInternalSummaryQuestionsKey 2 of 5TheSuccessQuestionAllowThere is nouniversallyagreed uponset ofquestionsProspectsclarify problemsin their mindsand yoursthroughquestions1 of 3AvoidConfusingLanguageNeedDiscoveryProblemQuestionsSPINSellingin ActionStrategicQuestionSuggestionsAvoidprejudgmentStrategicQuestionPlanningObjectives3 of 4TimeFrame1 of 4Double-checkquestionsTakeNotesOpen-EndedQuestionsStep 4 of theRelationshipSelling CycleFourAmplificationQuestionsCommonQuestioningTechniquesNeedDiscovery’sCriticalRoleKey 5 of 5TheCommitmentQuestionAskquestionsaccording totheirstructureBecomea MasterListenerAgreementQuestions3 of 4SilencePeople canthink at arate muchfaster thanthey talkAskingquestions is theprimary tool foridentifyingproblems1 of 4HotButtonInviteCapitalizeon speedof thoughtThe Heartof theSalesCycleKey 1 of 5TheMotivationQuestionAskingQuestionson SocialMedia2 of 3Establisha ClearAgendaClosed-EndedQuestionsImplicationQuestionsAdvantagesofAmplificationQuestion2 of 4NonverbalGesturesFive KeyQuestionsthat BuildRelationships4 of 4ContinuationQuestionsKey 3 of 5TheFrustrationQuestionKey 4 of 5The RightFitQuestion3 of 3Give EachQuestiona PurposeCheck2 of 4PurchaseCriteriaNeed-PayoffQuestionsThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,SilenceImprovingListeningSkills4 of 4GainagreementSituationQuestionsClearBepatientReinforceBecomea Doctorof SellingInternalSummaryQuestionsKey 2 of 5TheSuccessQuestionAllowThere is nouniversallyagreed uponset ofquestionsProspectsclarify problemsin their mindsand yoursthroughquestions1 of 3AvoidConfusingLanguageNeedDiscoveryProblemQuestionsSPINSellingin ActionStrategicQuestionSuggestionsAvoidprejudgmentStrategicQuestionPlanningObjectives3 of 4TimeFrame1 of 4Double-checkquestionsTakeNotesOpen-EndedQuestionsStep 4 of theRelationshipSelling CycleFourAmplificationQuestionsCommonQuestioningTechniquesNeedDiscovery’sCriticalRoleKey 5 of 5TheCommitmentQuestionAskquestionsaccording totheirstructure

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