3 of 4SilenceAgreementQuestionsAnticipate,Summarize,Response,Listen,SilenceFourAmplificationQuestionsKey 4 of 5The RightFitQuestionSPINSellingin ActionCapitalizeon speedof thoughtPeople canthink at arate muchfaster thanthey talk1 of 4Double-checkquestionsBepatientNeedDiscovery1 of 3AvoidConfusingLanguageImplicationQuestions4 of 4ContinuationQuestionsTakeNotesAskingquestions is theprimary tool foridentifyingproblemsInternalSummaryQuestions2 of 4PurchaseCriteriaFive KeyQuestionsthat BuildRelationshipsClosed-EndedQuestionsBecomea Doctorof SellingThe Heartof theSalesCycleStep 4 of theRelationshipSelling CycleNeedDiscovery’sCriticalRole1 of 4HotButtonSituationQuestionsThe KeystoWinningin SalesAskquestionsaccording totheirstructureThere is nouniversallyagreed uponset ofquestionsCommonQuestioningTechniques3 of 3Give EachQuestiona PurposeNeed-PayoffQuestionsProspectsclarify problemsin their mindsand yoursthroughquestions2 of 3Establisha ClearAgendaAdvantagesofAmplificationQuestionStrategicQuestionSuggestionsCheckReinforce3 of 4TimeFrameInviteClearKey 2 of 5TheSuccessQuestionAvoidprejudgmentProblemQuestionsKey 3 of 5TheFrustrationQuestionOpen-EndedQuestions2 of 4NonverbalGesturesStrategicQuestionPlanningObjectivesImprovingListeningSkillsAskingQuestionson SocialMediaKey 1 of 5TheMotivationQuestion4 of 4GainagreementBecomea MasterListenerKey 5 of 5TheCommitmentQuestionAllow3 of 4SilenceAgreementQuestionsAnticipate,Summarize,Response,Listen,SilenceFourAmplificationQuestionsKey 4 of 5The RightFitQuestionSPINSellingin ActionCapitalizeon speedof thoughtPeople canthink at arate muchfaster thanthey talk1 of 4Double-checkquestionsBepatientNeedDiscovery1 of 3AvoidConfusingLanguageImplicationQuestions4 of 4ContinuationQuestionsTakeNotesAskingquestions is theprimary tool foridentifyingproblemsInternalSummaryQuestions2 of 4PurchaseCriteriaFive KeyQuestionsthat BuildRelationshipsClosed-EndedQuestionsBecomea Doctorof SellingThe Heartof theSalesCycleStep 4 of theRelationshipSelling CycleNeedDiscovery’sCriticalRole1 of 4HotButtonSituationQuestionsThe KeystoWinningin SalesAskquestionsaccording totheirstructureThere is nouniversallyagreed uponset ofquestionsCommonQuestioningTechniques3 of 3Give EachQuestiona PurposeNeed-PayoffQuestionsProspectsclarify problemsin their mindsand yoursthroughquestions2 of 3Establisha ClearAgendaAdvantagesofAmplificationQuestionStrategicQuestionSuggestionsCheckReinforce3 of 4TimeFrameInviteClearKey 2 of 5TheSuccessQuestionAvoidprejudgmentProblemQuestionsKey 3 of 5TheFrustrationQuestionOpen-EndedQuestions2 of 4NonverbalGesturesStrategicQuestionPlanningObjectivesImprovingListeningSkillsAskingQuestionson SocialMediaKey 1 of 5TheMotivationQuestion4 of 4GainagreementBecomea MasterListenerKey 5 of 5TheCommitmentQuestionAllow

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