Step 4 of theRelationshipSelling CycleCapitalizeon speedof thoughtInviteNeedDiscovery’sCriticalRoleGive EachQuestiona PurposeTheRight FitQuestionAgreementQuestionsThe Heartof theSalesCycleAllowThere is nouniversallyagreed uponset ofquestionsTheSuccessQuestionFive KeyQuestionsthat BuildRelationshipsSilenceAvoidConfusingLanguageStrategicQuestionPlanningObjectivesCheckClosed-EndedQuestionsSituationQuestionsContinuationQuestionsTheFrustrationQuestionAskingQuestionson SocialMediaImplicationQuestionsAskingquestions is theprimary tool foridentifyingproblemsProspectsclarify problemsin their mindsand yoursthroughquestionsTheMotivationQuestionBecomea MasterListenerCommonQuestioningTechniquesReinforceStrategicQuestionSuggestionsClearGainagreementInternalSummaryQuestionsSPINSellingin ActionPeople canthink at arate muchfaster thanthey talkFourAmplificationQuestionsAvoidprejudgmentNeed-PayoffQuestionsAskquestionsaccording totheirstructureBecomea Doctorof SellingNonverbalGesturesBepatientTheCommitmentQuestionDouble-checkquestionsAdvantagesofAmplificationQuestionPurchaseCriteriaOpen-EndedQuestionsProblemQuestionsEstablisha ClearAgendaThe KeystoWinningin SalesTakeNotesAnticipate,Summarize,Response,Listen,SilenceImprovingListeningSkillsHotButtonNeedDiscoveryTimeFrameStep 4 of theRelationshipSelling CycleCapitalizeon speedof thoughtInviteNeedDiscovery’sCriticalRoleGive EachQuestiona PurposeTheRight FitQuestionAgreementQuestionsThe Heartof theSalesCycleAllowThere is nouniversallyagreed uponset ofquestionsTheSuccessQuestionFive KeyQuestionsthat BuildRelationshipsSilenceAvoidConfusingLanguageStrategicQuestionPlanningObjectivesCheckClosed-EndedQuestionsSituationQuestionsContinuationQuestionsTheFrustrationQuestionAskingQuestionson SocialMediaImplicationQuestionsAskingquestions is theprimary tool foridentifyingproblemsProspectsclarify problemsin their mindsand yoursthroughquestionsTheMotivationQuestionBecomea MasterListenerCommonQuestioningTechniquesReinforceStrategicQuestionSuggestionsClearGainagreementInternalSummaryQuestionsSPINSellingin ActionPeople canthink at arate muchfaster thanthey talkFourAmplificationQuestionsAvoidprejudgmentNeed-PayoffQuestionsAskquestionsaccording totheirstructureBecomea Doctorof SellingNonverbalGesturesBepatientTheCommitmentQuestionDouble-checkquestionsAdvantagesofAmplificationQuestionPurchaseCriteriaOpen-EndedQuestionsProblemQuestionsEstablisha ClearAgendaThe KeystoWinningin SalesTakeNotesAnticipate,Summarize,Response,Listen,SilenceImprovingListeningSkillsHotButtonNeedDiscoveryTimeFrame

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