Open-EndedQuestionsAskquestionsaccording totheirstructureAllowAvoidprejudgmentSilenceNonverbalGesturesNeedDiscovery’sCriticalRoleInternalSummaryQuestionsThe Heartof theSalesCycleThe KeystoWinningin SalesProblemQuestionsCheckSituationQuestionsTheRight FitQuestionThere is nouniversallyagreed uponset ofquestionsAskingQuestionson SocialMediaGive EachQuestiona PurposeStrategicQuestionSuggestionsImprovingListeningSkillsNeedDiscoveryReinforceContinuationQuestionsCommonQuestioningTechniquesHotButtonImplicationQuestionsNeed-PayoffQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsDouble-checkquestionsBecomea Doctorof SellingClosed-EndedQuestionsTheMotivationQuestionTheCommitmentQuestionStrategicQuestionPlanningObjectivesAskingquestions is theprimary tool foridentifyingproblemsPeople canthink at arate muchfaster thanthey talkBepatientBecomea MasterListenerFive KeyQuestionsthat BuildRelationshipsClearGainagreementTimeFrameTheFrustrationQuestionPurchaseCriteriaStep 4 of theRelationshipSelling CycleTakeNotesAdvantagesofAmplificationQuestionFourAmplificationQuestionsSPINSellingin ActionAnticipate,Summarize,Response,Listen,SilenceCapitalizeon speedof thoughtTheSuccessQuestionAvoidConfusingLanguageInviteAgreementQuestionsEstablisha ClearAgendaOpen-EndedQuestionsAskquestionsaccording totheirstructureAllowAvoidprejudgmentSilenceNonverbalGesturesNeedDiscovery’sCriticalRoleInternalSummaryQuestionsThe Heartof theSalesCycleThe KeystoWinningin SalesProblemQuestionsCheckSituationQuestionsTheRight FitQuestionThere is nouniversallyagreed uponset ofquestionsAskingQuestionson SocialMediaGive EachQuestiona PurposeStrategicQuestionSuggestionsImprovingListeningSkillsNeedDiscoveryReinforceContinuationQuestionsCommonQuestioningTechniquesHotButtonImplicationQuestionsNeed-PayoffQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsDouble-checkquestionsBecomea Doctorof SellingClosed-EndedQuestionsTheMotivationQuestionTheCommitmentQuestionStrategicQuestionPlanningObjectivesAskingquestions is theprimary tool foridentifyingproblemsPeople canthink at arate muchfaster thanthey talkBepatientBecomea MasterListenerFive KeyQuestionsthat BuildRelationshipsClearGainagreementTimeFrameTheFrustrationQuestionPurchaseCriteriaStep 4 of theRelationshipSelling CycleTakeNotesAdvantagesofAmplificationQuestionFourAmplificationQuestionsSPINSellingin ActionAnticipate,Summarize,Response,Listen,SilenceCapitalizeon speedof thoughtTheSuccessQuestionAvoidConfusingLanguageInviteAgreementQuestionsEstablisha ClearAgenda

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