AvoidConfusingLanguageFive KeyQuestionsthat BuildRelationshipsInternalSummaryQuestionsStep 4 of theRelationshipSelling CycleProblemQuestionsSPINSellingin ActionEstablisha ClearAgendaThe KeystoWinningin SalesCommonQuestioningTechniquesAskingquestions is theprimary tool foridentifyingproblemsContinuationQuestionsStrategicQuestionSuggestionsAllowNeedDiscoveryAgreementQuestionsGainagreementTimeFrameAdvantagesofAmplificationQuestionReinforceFourAmplificationQuestionsOpen-EndedQuestionsImprovingListeningSkillsClosed-EndedQuestionsNonverbalGesturesBecomea Doctorof SellingThere is nouniversallyagreed uponset ofquestionsBepatientSituationQuestionsThe Heartof theSalesCycleStrategicQuestionPlanningObjectivesTheCommitmentQuestionTheMotivationQuestionTheFrustrationQuestionHotButtonPurchaseCriteriaAskingQuestionson SocialMediaClearNeedDiscovery’sCriticalRoleAvoidprejudgmentImplicationQuestionsBecomea MasterListenerCheckAnticipate,Summarize,Response,Listen,SilenceProspectsclarify problemsin their mindsand yoursthroughquestionsInviteNeed-PayoffQuestionsTakeNotesTheSuccessQuestionDouble-checkquestionsTheRight FitQuestionSilenceAskquestionsaccording totheirstructurePeople canthink at arate muchfaster thanthey talkGive EachQuestiona PurposeCapitalizeon speedof thoughtAvoidConfusingLanguageFive KeyQuestionsthat BuildRelationshipsInternalSummaryQuestionsStep 4 of theRelationshipSelling CycleProblemQuestionsSPINSellingin ActionEstablisha ClearAgendaThe KeystoWinningin SalesCommonQuestioningTechniquesAskingquestions is theprimary tool foridentifyingproblemsContinuationQuestionsStrategicQuestionSuggestionsAllowNeedDiscoveryAgreementQuestionsGainagreementTimeFrameAdvantagesofAmplificationQuestionReinforceFourAmplificationQuestionsOpen-EndedQuestionsImprovingListeningSkillsClosed-EndedQuestionsNonverbalGesturesBecomea Doctorof SellingThere is nouniversallyagreed uponset ofquestionsBepatientSituationQuestionsThe Heartof theSalesCycleStrategicQuestionPlanningObjectivesTheCommitmentQuestionTheMotivationQuestionTheFrustrationQuestionHotButtonPurchaseCriteriaAskingQuestionson SocialMediaClearNeedDiscovery’sCriticalRoleAvoidprejudgmentImplicationQuestionsBecomea MasterListenerCheckAnticipate,Summarize,Response,Listen,SilenceProspectsclarify problemsin their mindsand yoursthroughquestionsInviteNeed-PayoffQuestionsTakeNotesTheSuccessQuestionDouble-checkquestionsTheRight FitQuestionSilenceAskquestionsaccording totheirstructurePeople canthink at arate muchfaster thanthey talkGive EachQuestiona PurposeCapitalizeon speedof thought

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