The Heartof theSalesCycle3 of 4SilenceNeedDiscovery’sCriticalRoleNeedDiscoveryAllow4 of 4ContinuationQuestionsClearInvite2 of 4NonverbalGesturesClosed-EndedQuestions3 of 3Give EachQuestiona PurposeSituationQuestionsReinforceBepatientImprovingListeningSkillsAskquestionsaccording totheirstructureOpen-EndedQuestionsStrategicQuestionPlanningObjectivesAdvantagesofAmplificationQuestion1 of 4HotButtonInternalSummaryQuestions1 of 3AvoidConfusingLanguageKey 3 of 5TheFrustrationQuestionProspectsclarify problemsin their mindsand yoursthroughquestions4 of 4GainagreementThere is nouniversallyagreed uponset ofquestionsKey 5 of 5TheCommitmentQuestionStrategicQuestionSuggestionsKey 2 of 5TheSuccessQuestionProblemQuestionsKey 1 of 5TheMotivationQuestionImplicationQuestionsBecomea Doctorof SellingAskingQuestionson SocialMediaPeople canthink at arate muchfaster thanthey talkStep 4 of theRelationshipSelling CycleAskingquestions is theprimary tool foridentifyingproblemsFourAmplificationQuestionsAvoidprejudgmentNeed-PayoffQuestions2 of 4PurchaseCriteriaKey 4 of 5The RightFitQuestion1 of 4Double-checkquestionsBecomea MasterListenerFive KeyQuestionsthat BuildRelationshipsSPINSellingin ActionCapitalizeon speedof thoughtCommonQuestioningTechniquesCheck2 of 3Establisha ClearAgendaThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,Silence3 of 4TimeFrameAgreementQuestionsTakeNotesThe Heartof theSalesCycle3 of 4SilenceNeedDiscovery’sCriticalRoleNeedDiscoveryAllow4 of 4ContinuationQuestionsClearInvite2 of 4NonverbalGesturesClosed-EndedQuestions3 of 3Give EachQuestiona PurposeSituationQuestionsReinforceBepatientImprovingListeningSkillsAskquestionsaccording totheirstructureOpen-EndedQuestionsStrategicQuestionPlanningObjectivesAdvantagesofAmplificationQuestion1 of 4HotButtonInternalSummaryQuestions1 of 3AvoidConfusingLanguageKey 3 of 5TheFrustrationQuestionProspectsclarify problemsin their mindsand yoursthroughquestions4 of 4GainagreementThere is nouniversallyagreed uponset ofquestionsKey 5 of 5TheCommitmentQuestionStrategicQuestionSuggestionsKey 2 of 5TheSuccessQuestionProblemQuestionsKey 1 of 5TheMotivationQuestionImplicationQuestionsBecomea Doctorof SellingAskingQuestionson SocialMediaPeople canthink at arate muchfaster thanthey talkStep 4 of theRelationshipSelling CycleAskingquestions is theprimary tool foridentifyingproblemsFourAmplificationQuestionsAvoidprejudgmentNeed-PayoffQuestions2 of 4PurchaseCriteriaKey 4 of 5The RightFitQuestion1 of 4Double-checkquestionsBecomea MasterListenerFive KeyQuestionsthat BuildRelationshipsSPINSellingin ActionCapitalizeon speedof thoughtCommonQuestioningTechniquesCheck2 of 3Establisha ClearAgendaThe KeystoWinningin SalesAnticipate,Summarize,Response,Listen,Silence3 of 4TimeFrameAgreementQuestionsTakeNotes

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