ReinforceNeed-PayoffQuestionsBecomea Doctorof SellingAgreementQuestionsAskingQuestionson SocialMediaNonverbalGesturesGive EachQuestiona PurposeContinuationQuestionsFourAmplificationQuestionsAvoidprejudgmentClosed-EndedQuestionsAdvantagesofAmplificationQuestionTheSuccessQuestionStrategicQuestionPlanningObjectivesOpen-EndedQuestionsCapitalizeon speedof thoughtSituationQuestionsDouble-checkquestionsSilenceHotButtonThe KeystoWinningin SalesStrategicQuestionSuggestionsInternalSummaryQuestionsTheRight FitQuestionStep 4 of theRelationshipSelling CycleSPINSellingin ActionBepatientTheCommitmentQuestionAvoidConfusingLanguageCheckThe Heartof theSalesCycleProblemQuestionsAllowAnticipate,Summarize,Response,Listen,SilenceClearEstablisha ClearAgendaTheMotivationQuestionNeedDiscoveryBecomea MasterListenerPeople canthink at arate muchfaster thanthey talkThere is nouniversallyagreed uponset ofquestionsCommonQuestioningTechniquesFive KeyQuestionsthat BuildRelationshipsImprovingListeningSkillsPurchaseCriteriaTimeFrameNeedDiscovery’sCriticalRoleInviteTheFrustrationQuestionImplicationQuestionsGainagreementTakeNotesAskingquestions is theprimary tool foridentifyingproblemsAskquestionsaccording totheirstructureProspectsclarify problemsin their mindsand yoursthroughquestionsReinforceNeed-PayoffQuestionsBecomea Doctorof SellingAgreementQuestionsAskingQuestionson SocialMediaNonverbalGesturesGive EachQuestiona PurposeContinuationQuestionsFourAmplificationQuestionsAvoidprejudgmentClosed-EndedQuestionsAdvantagesofAmplificationQuestionTheSuccessQuestionStrategicQuestionPlanningObjectivesOpen-EndedQuestionsCapitalizeon speedof thoughtSituationQuestionsDouble-checkquestionsSilenceHotButtonThe KeystoWinningin SalesStrategicQuestionSuggestionsInternalSummaryQuestionsTheRight FitQuestionStep 4 of theRelationshipSelling CycleSPINSellingin ActionBepatientTheCommitmentQuestionAvoidConfusingLanguageCheckThe Heartof theSalesCycleProblemQuestionsAllowAnticipate,Summarize,Response,Listen,SilenceClearEstablisha ClearAgendaTheMotivationQuestionNeedDiscoveryBecomea MasterListenerPeople canthink at arate muchfaster thanthey talkThere is nouniversallyagreed uponset ofquestionsCommonQuestioningTechniquesFive KeyQuestionsthat BuildRelationshipsImprovingListeningSkillsPurchaseCriteriaTimeFrameNeedDiscovery’sCriticalRoleInviteTheFrustrationQuestionImplicationQuestionsGainagreementTakeNotesAskingquestions is theprimary tool foridentifyingproblemsAskquestionsaccording totheirstructureProspectsclarify problemsin their mindsand yoursthroughquestions

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