Becomea MasterListener1 of 4Double-checkquestionsStrategicQuestionPlanningObjectivesImprovingListeningSkills2 of 4PurchaseCriteriaKey 5 of 5TheCommitmentQuestion3 of 4TimeFrameCapitalizeon speedof thoughtFive KeyQuestionsthat BuildRelationships1 of 4HotButtonOpen-EndedQuestions1 of 3AvoidConfusingLanguageAskingquestions is theprimary tool foridentifyingproblems2 of 3Establisha ClearAgenda4 of 4ContinuationQuestionsBecomea Doctorof SellingPeople canthink at arate muchfaster thanthey talk2 of 4NonverbalGesturesCommonQuestioningTechniques3 of 4SilenceSituationQuestions3 of 3Give EachQuestiona PurposeStep 4 of theRelationshipSelling CycleFourAmplificationQuestionsAvoidprejudgmentProspectsclarify problemsin their mindsand yoursthroughquestionsKey 1 of 5TheMotivationQuestionReinforceThere is nouniversallyagreed uponset ofquestionsInviteTakeNotesAdvantagesofAmplificationQuestionThe Heartof theSalesCycleSPINSellingin ActionAskingQuestionson SocialMediaKey 2 of 5TheSuccessQuestionAgreementQuestionsCheckClearNeed-PayoffQuestionsProblemQuestionsKey 3 of 5TheFrustrationQuestionNeedDiscoveryAnticipate,Summarize,Response,Listen,SilenceAllowThe KeystoWinningin SalesBepatientInternalSummaryQuestionsNeedDiscovery’sCriticalRoleImplicationQuestionsStrategicQuestionSuggestions4 of 4GainagreementKey 4 of 5The RightFitQuestionClosed-EndedQuestionsAskquestionsaccording totheirstructureBecomea MasterListener1 of 4Double-checkquestionsStrategicQuestionPlanningObjectivesImprovingListeningSkills2 of 4PurchaseCriteriaKey 5 of 5TheCommitmentQuestion3 of 4TimeFrameCapitalizeon speedof thoughtFive KeyQuestionsthat BuildRelationships1 of 4HotButtonOpen-EndedQuestions1 of 3AvoidConfusingLanguageAskingquestions is theprimary tool foridentifyingproblems2 of 3Establisha ClearAgenda4 of 4ContinuationQuestionsBecomea Doctorof SellingPeople canthink at arate muchfaster thanthey talk2 of 4NonverbalGesturesCommonQuestioningTechniques3 of 4SilenceSituationQuestions3 of 3Give EachQuestiona PurposeStep 4 of theRelationshipSelling CycleFourAmplificationQuestionsAvoidprejudgmentProspectsclarify problemsin their mindsand yoursthroughquestionsKey 1 of 5TheMotivationQuestionReinforceThere is nouniversallyagreed uponset ofquestionsInviteTakeNotesAdvantagesofAmplificationQuestionThe Heartof theSalesCycleSPINSellingin ActionAskingQuestionson SocialMediaKey 2 of 5TheSuccessQuestionAgreementQuestionsCheckClearNeed-PayoffQuestionsProblemQuestionsKey 3 of 5TheFrustrationQuestionNeedDiscoveryAnticipate,Summarize,Response,Listen,SilenceAllowThe KeystoWinningin SalesBepatientInternalSummaryQuestionsNeedDiscovery’sCriticalRoleImplicationQuestionsStrategicQuestionSuggestions4 of 4GainagreementKey 4 of 5The RightFitQuestionClosed-EndedQuestionsAskquestionsaccording 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. 1 of 4 Double-check questions
  3. Strategic Question Planning Objectives
  4. Improving Listening Skills
  5. 2 of 4 Purchase Criteria
  6. Key 5 of 5 The Commitment Question
  7. 3 of 4 Time Frame
  8. Capitalize on speed of thought
  9. Five Key Questions that Build Relationships
  10. 1 of 4 Hot Button
  11. Open-Ended Questions
  12. 1 of 3 Avoid Confusing Language
  13. Asking questions is the primary tool for identifying problems
  14. 2 of 3 Establish a Clear Agenda
  15. 4 of 4 Continuation Questions
  16. Become a Doctor of Selling
  17. People can think at a rate much faster than they talk
  18. 2 of 4 Nonverbal Gestures
  19. Common Questioning Techniques
  20. 3 of 4 Silence
  21. Situation Questions
  22. 3 of 3 Give Each Question a Purpose
  23. Step 4 of the Relationship Selling Cycle
  24. Four Amplification Questions
  25. Avoid prejudgment
  26. Prospects clarify problems in their minds and yours through questions
  27. Key 1 of 5 The Motivation Question
  28. Reinforce
  29. There is no universally agreed upon set of questions
  30. Invite
  31. Take Notes
  32. Advantages of Amplification Question
  33. The Heart of the Sales Cycle
  34. SPIN Selling in Action
  35. Asking Questions on Social Media
  36. Key 2 of 5 The Success Question
  37. Agreement Questions
  38. Check
  39. Clear
  40. Need-Payoff Questions
  41. Problem Questions
  42. Key 3 of 5 The Frustration Question
  43. Need Discovery
  44. Anticipate, Summarize, Response, Listen, Silence
  45. Allow
  46. The Keys to Winning in Sales
  47. Be patient
  48. Internal Summary Questions
  49. Need Discovery’s Critical Role
  50. Implication Questions
  51. Strategic Question Suggestions
  52. 4 of 4 Gain agreement
  53. Key 4 of 5 The Right Fit Question
  54. Closed-Ended Questions
  55. Ask questions according to their structure