StrategicQuestionSuggestionsSituationQuestionsCommonQuestioningTechniquesAnticipate,Summarize,Response,Listen,SilenceAskquestionsaccording totheirstructureKey 5 of 5TheCommitmentQuestionStrategicQuestionPlanningObjectives2 of 4PurchaseCriteriaKey 3 of 5TheFrustrationQuestionSPINSellingin ActionInternalSummaryQuestionsBecomea Doctorof SellingKey 2 of 5TheSuccessQuestionTakeNotesPeople canthink at arate muchfaster thanthey talkAskingQuestionson SocialMediaProspectsclarify problemsin their mindsand yoursthroughquestions2 of 4NonverbalGesturesOpen-EndedQuestionsAvoidprejudgment4 of 4ContinuationQuestions3 of 4SilenceStep 4 of theRelationshipSelling CycleThere is nouniversallyagreed uponset ofquestions1 of 4HotButtonClearCheckKey 1 of 5TheMotivationQuestionProblemQuestionsThe Heartof theSalesCycleFourAmplificationQuestionsImplicationQuestions1 of 3AvoidConfusingLanguage3 of 3Give EachQuestiona PurposeBepatientCapitalizeon speedof thoughtReinforce4 of 4GainagreementAgreementQuestionsAllowAdvantagesofAmplificationQuestionThe KeystoWinningin SalesFive KeyQuestionsthat BuildRelationshipsClosed-EndedQuestionsNeedDiscovery’sCriticalRole2 of 3Establisha ClearAgendaBecomea MasterListener3 of 4TimeFrame1 of 4Double-checkquestionsNeed-PayoffQuestionsKey 4 of 5The RightFitQuestionInviteNeedDiscoveryImprovingListeningSkillsAskingquestions is theprimary tool foridentifyingproblemsStrategicQuestionSuggestionsSituationQuestionsCommonQuestioningTechniquesAnticipate,Summarize,Response,Listen,SilenceAskquestionsaccording totheirstructureKey 5 of 5TheCommitmentQuestionStrategicQuestionPlanningObjectives2 of 4PurchaseCriteriaKey 3 of 5TheFrustrationQuestionSPINSellingin ActionInternalSummaryQuestionsBecomea Doctorof SellingKey 2 of 5TheSuccessQuestionTakeNotesPeople canthink at arate muchfaster thanthey talkAskingQuestionson SocialMediaProspectsclarify problemsin their mindsand yoursthroughquestions2 of 4NonverbalGesturesOpen-EndedQuestionsAvoidprejudgment4 of 4ContinuationQuestions3 of 4SilenceStep 4 of theRelationshipSelling CycleThere is nouniversallyagreed uponset ofquestions1 of 4HotButtonClearCheckKey 1 of 5TheMotivationQuestionProblemQuestionsThe Heartof theSalesCycleFourAmplificationQuestionsImplicationQuestions1 of 3AvoidConfusingLanguage3 of 3Give EachQuestiona PurposeBepatientCapitalizeon speedof thoughtReinforce4 of 4GainagreementAgreementQuestionsAllowAdvantagesofAmplificationQuestionThe KeystoWinningin SalesFive KeyQuestionsthat BuildRelationshipsClosed-EndedQuestionsNeedDiscovery’sCriticalRole2 of 3Establisha ClearAgendaBecomea MasterListener3 of 4TimeFrame1 of 4Double-checkquestionsNeed-PayoffQuestionsKey 4 of 5The RightFitQuestionInviteNeedDiscoveryImprovingListeningSkillsAskingquestions is theprimary tool foridentifyingproblems

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