SituationQuestionsTakeNotesStep 4 of theRelationshipSelling CycleProblemQuestionsAdvantagesofAmplificationQuestionFourAmplificationQuestionsDouble-checkquestionsBepatientOpen-EndedQuestionsCapitalizeon speedof thoughtNonverbalGesturesInviteReinforceNeedDiscovery’sCriticalRoleTheSuccessQuestionThe Heartof theSalesCycleTheRight FitQuestionTheFrustrationQuestionAskingQuestionson SocialMediaCommonQuestioningTechniquesThe KeystoWinningin SalesNeedDiscoveryAvoidConfusingLanguageContinuationQuestionsGive EachQuestiona PurposeClosed-EndedQuestionsAskingquestions is theprimary tool foridentifyingproblemsInternalSummaryQuestionsAnticipate,Summarize,Response,Listen,SilenceAllowBecomea MasterListenerTheCommitmentQuestionGainagreementTheMotivationQuestionAgreementQuestionsTimeFrameAskquestionsaccording totheirstructureAvoidprejudgmentSilenceSPINSellingin ActionStrategicQuestionSuggestionsPurchaseCriteriaStrategicQuestionPlanningObjectivesProspectsclarify problemsin their mindsand yoursthroughquestionsEstablisha ClearAgendaPeople canthink at arate muchfaster thanthey talkImprovingListeningSkillsHotButtonFive KeyQuestionsthat BuildRelationshipsClearImplicationQuestionsBecomea Doctorof SellingCheckNeed-PayoffQuestionsThere is nouniversallyagreed uponset ofquestionsSituationQuestionsTakeNotesStep 4 of theRelationshipSelling CycleProblemQuestionsAdvantagesofAmplificationQuestionFourAmplificationQuestionsDouble-checkquestionsBepatientOpen-EndedQuestionsCapitalizeon speedof thoughtNonverbalGesturesInviteReinforceNeedDiscovery’sCriticalRoleTheSuccessQuestionThe Heartof theSalesCycleTheRight FitQuestionTheFrustrationQuestionAskingQuestionson SocialMediaCommonQuestioningTechniquesThe KeystoWinningin SalesNeedDiscoveryAvoidConfusingLanguageContinuationQuestionsGive EachQuestiona PurposeClosed-EndedQuestionsAskingquestions is theprimary tool foridentifyingproblemsInternalSummaryQuestionsAnticipate,Summarize,Response,Listen,SilenceAllowBecomea MasterListenerTheCommitmentQuestionGainagreementTheMotivationQuestionAgreementQuestionsTimeFrameAskquestionsaccording totheirstructureAvoidprejudgmentSilenceSPINSellingin ActionStrategicQuestionSuggestionsPurchaseCriteriaStrategicQuestionPlanningObjectivesProspectsclarify problemsin their mindsand yoursthroughquestionsEstablisha ClearAgendaPeople canthink at arate muchfaster thanthey talkImprovingListeningSkillsHotButtonFive KeyQuestionsthat BuildRelationshipsClearImplicationQuestionsBecomea Doctorof SellingCheckNeed-PayoffQuestionsThere is nouniversallyagreed uponset ofquestions

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.


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