People canthink at arate muchfaster thanthey talkClosed-EndedQuestionsReinforceTheRight FitQuestionNeedDiscoveryAdvantagesofAmplificationQuestionTheCommitmentQuestionTimeFrameImplicationQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsNeedDiscovery’sCriticalRoleAskingQuestionson SocialMediaStrategicQuestionSuggestionsInternalSummaryQuestionsProblemQuestionsThe KeystoWinningin SalesNonverbalGesturesDouble-checkquestionsStrategicQuestionPlanningObjectivesCheckAllowTheSuccessQuestionAnticipate,Summarize,Response,Listen,SilenceTheMotivationQuestionGainagreementGive EachQuestiona PurposePurchaseCriteriaAskingquestions is theprimary tool foridentifyingproblemsNeed-PayoffQuestionsFive KeyQuestionsthat BuildRelationshipsAskquestionsaccording totheirstructureInviteSilenceSituationQuestionsCommonQuestioningTechniquesClearImprovingListeningSkillsAvoidprejudgmentAvoidConfusingLanguageThe Heartof theSalesCycleTheFrustrationQuestionBecomea Doctorof SellingAgreementQuestionsStep 4 of theRelationshipSelling CycleHotButtonEstablisha ClearAgendaContinuationQuestionsTakeNotesCapitalizeon speedof thoughtThere is nouniversallyagreed uponset ofquestionsBepatientSPINSellingin ActionFourAmplificationQuestionsBecomea MasterListenerOpen-EndedQuestionsPeople canthink at arate muchfaster thanthey talkClosed-EndedQuestionsReinforceTheRight FitQuestionNeedDiscoveryAdvantagesofAmplificationQuestionTheCommitmentQuestionTimeFrameImplicationQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsNeedDiscovery’sCriticalRoleAskingQuestionson SocialMediaStrategicQuestionSuggestionsInternalSummaryQuestionsProblemQuestionsThe KeystoWinningin SalesNonverbalGesturesDouble-checkquestionsStrategicQuestionPlanningObjectivesCheckAllowTheSuccessQuestionAnticipate,Summarize,Response,Listen,SilenceTheMotivationQuestionGainagreementGive EachQuestiona PurposePurchaseCriteriaAskingquestions is theprimary tool foridentifyingproblemsNeed-PayoffQuestionsFive KeyQuestionsthat BuildRelationshipsAskquestionsaccording totheirstructureInviteSilenceSituationQuestionsCommonQuestioningTechniquesClearImprovingListeningSkillsAvoidprejudgmentAvoidConfusingLanguageThe Heartof theSalesCycleTheFrustrationQuestionBecomea Doctorof SellingAgreementQuestionsStep 4 of theRelationshipSelling CycleHotButtonEstablisha ClearAgendaContinuationQuestionsTakeNotesCapitalizeon speedof thoughtThere is nouniversallyagreed uponset ofquestionsBepatientSPINSellingin ActionFourAmplificationQuestionsBecomea MasterListenerOpen-EndedQuestions

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