TheFrustrationQuestionClosed-EndedQuestionsOpen-EndedQuestionsPeople canthink at arate muchfaster thanthey talkAgreementQuestionsFourAmplificationQuestionsAnticipate,Summarize,Response,Listen,SilenceTheCommitmentQuestionNonverbalGesturesTheRight FitQuestionInviteGive EachQuestiona PurposeBepatientAskingQuestionson SocialMediaImprovingListeningSkillsAskingquestions is theprimary tool foridentifyingproblemsCheckProspectsclarify problemsin their mindsand yoursthroughquestionsAvoidprejudgmentSituationQuestionsAvoidConfusingLanguageDouble-checkquestionsSPINSellingin ActionNeedDiscoveryThe Heartof theSalesCycleCapitalizeon speedof thoughtReinforceCommonQuestioningTechniquesTimeFrameInternalSummaryQuestionsTheMotivationQuestionTheSuccessQuestionStrategicQuestionSuggestionsPurchaseCriteriaProblemQuestionsHotButtonAllowBecomea Doctorof SellingGainagreementImplicationQuestionsNeed-PayoffQuestionsStrategicQuestionPlanningObjectivesThe KeystoWinningin SalesFive KeyQuestionsthat BuildRelationshipsAdvantagesofAmplificationQuestionStep 4 of theRelationshipSelling CycleAskquestionsaccording totheirstructureNeedDiscovery’sCriticalRoleTakeNotesBecomea MasterListenerClearThere is nouniversallyagreed uponset ofquestionsEstablisha ClearAgendaSilenceContinuationQuestionsTheFrustrationQuestionClosed-EndedQuestionsOpen-EndedQuestionsPeople canthink at arate muchfaster thanthey talkAgreementQuestionsFourAmplificationQuestionsAnticipate,Summarize,Response,Listen,SilenceTheCommitmentQuestionNonverbalGesturesTheRight FitQuestionInviteGive EachQuestiona PurposeBepatientAskingQuestionson SocialMediaImprovingListeningSkillsAskingquestions is theprimary tool foridentifyingproblemsCheckProspectsclarify problemsin their mindsand yoursthroughquestionsAvoidprejudgmentSituationQuestionsAvoidConfusingLanguageDouble-checkquestionsSPINSellingin ActionNeedDiscoveryThe Heartof theSalesCycleCapitalizeon speedof thoughtReinforceCommonQuestioningTechniquesTimeFrameInternalSummaryQuestionsTheMotivationQuestionTheSuccessQuestionStrategicQuestionSuggestionsPurchaseCriteriaProblemQuestionsHotButtonAllowBecomea Doctorof SellingGainagreementImplicationQuestionsNeed-PayoffQuestionsStrategicQuestionPlanningObjectivesThe KeystoWinningin SalesFive KeyQuestionsthat BuildRelationshipsAdvantagesofAmplificationQuestionStep 4 of theRelationshipSelling CycleAskquestionsaccording totheirstructureNeedDiscovery’sCriticalRoleTakeNotesBecomea MasterListenerClearThere is nouniversallyagreed uponset ofquestionsEstablisha ClearAgendaSilenceContinuationQuestions

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