There is nouniversallyagreed uponset ofquestions2 of 4NonverbalGestures3 of 4SilenceNeed-PayoffQuestionsCapitalizeon speedof thoughtStrategicQuestionPlanningObjectivesAllowTakeNotesPeople canthink at arate muchfaster thanthey talkAnticipate,Summarize,Response,Listen,SilenceImprovingListeningSkillsClearKey 3 of 5TheFrustrationQuestionAskquestionsaccording totheirstructureAskingQuestionson SocialMediaInternalSummaryQuestionsThe KeystoWinningin SalesStep 4 of theRelationshipSelling Cycle3 of 4TimeFrameThe Heartof theSalesCycleImplicationQuestionsFive KeyQuestionsthat BuildRelationshipsKey 1 of 5TheMotivationQuestionAskingquestions is theprimary tool foridentifyingproblemsKey 4 of 5The RightFitQuestionOpen-EndedQuestions2 of 3Establisha ClearAgendaFourAmplificationQuestionsSPINSellingin ActionAvoidprejudgment4 of 4ContinuationQuestionsInviteKey 2 of 5TheSuccessQuestionBecomea Doctorof SellingCheckSituationQuestionsProspectsclarify problemsin their mindsand yoursthroughquestions1 of 4Double-checkquestionsKey 5 of 5TheCommitmentQuestionNeedDiscoveryBepatient4 of 4GainagreementAdvantagesofAmplificationQuestion3 of 3Give EachQuestiona PurposeReinforce1 of 3AvoidConfusingLanguageCommonQuestioningTechniquesClosed-EndedQuestionsNeedDiscovery’sCriticalRoleProblemQuestionsStrategicQuestionSuggestions2 of 4PurchaseCriteriaBecomea MasterListener1 of 4HotButtonAgreementQuestionsThere is nouniversallyagreed uponset ofquestions2 of 4NonverbalGestures3 of 4SilenceNeed-PayoffQuestionsCapitalizeon speedof thoughtStrategicQuestionPlanningObjectivesAllowTakeNotesPeople canthink at arate muchfaster thanthey talkAnticipate,Summarize,Response,Listen,SilenceImprovingListeningSkillsClearKey 3 of 5TheFrustrationQuestionAskquestionsaccording totheirstructureAskingQuestionson SocialMediaInternalSummaryQuestionsThe KeystoWinningin SalesStep 4 of theRelationshipSelling Cycle3 of 4TimeFrameThe Heartof theSalesCycleImplicationQuestionsFive KeyQuestionsthat BuildRelationshipsKey 1 of 5TheMotivationQuestionAskingquestions is theprimary tool foridentifyingproblemsKey 4 of 5The RightFitQuestionOpen-EndedQuestions2 of 3Establisha ClearAgendaFourAmplificationQuestionsSPINSellingin ActionAvoidprejudgment4 of 4ContinuationQuestionsInviteKey 2 of 5TheSuccessQuestionBecomea Doctorof SellingCheckSituationQuestionsProspectsclarify problemsin their mindsand yoursthroughquestions1 of 4Double-checkquestionsKey 5 of 5TheCommitmentQuestionNeedDiscoveryBepatient4 of 4GainagreementAdvantagesofAmplificationQuestion3 of 3Give EachQuestiona PurposeReinforce1 of 3AvoidConfusingLanguageCommonQuestioningTechniquesClosed-EndedQuestionsNeedDiscovery’sCriticalRoleProblemQuestionsStrategicQuestionSuggestions2 of 4PurchaseCriteriaBecomea MasterListener1 of 4HotButtonAgreementQuestions

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