TheCommitmentQuestionImplicationQuestionsTakeNotesEstablisha ClearAgendaStrategicQuestionPlanningObjectivesAnticipate,Summarize,Response,Listen,SilenceStrategicQuestionSuggestionsThere is nouniversallyagreed uponset ofquestionsOpen-EndedQuestionsThe KeystoWinningin SalesInternalSummaryQuestionsContinuationQuestionsBepatientAdvantagesofAmplificationQuestionPeople canthink at arate muchfaster thanthey talkTheMotivationQuestionGive EachQuestiona PurposePurchaseCriteriaTheFrustrationQuestionImprovingListeningSkillsThe Heartof theSalesCycleBecomea MasterListenerClosed-EndedQuestionsFive KeyQuestionsthat BuildRelationshipsCheckProblemQuestionsAgreementQuestionsAskingquestions is theprimary tool foridentifyingproblemsNeedDiscovery’sCriticalRoleCommonQuestioningTechniquesNeedDiscoveryProspectsclarify problemsin their mindsand yoursthroughquestionsSituationQuestionsCapitalizeon speedof thoughtBecomea Doctorof SellingAskquestionsaccording totheirstructureNonverbalGesturesDouble-checkquestionsSilenceAvoidprejudgmentTheRight FitQuestionNeed-PayoffQuestionsGainagreementAvoidConfusingLanguageTheSuccessQuestionReinforceStep 4 of theRelationshipSelling CycleAllowFourAmplificationQuestionsClearAskingQuestionson SocialMediaTimeFrameHotButtonSPINSellingin ActionInviteTheCommitmentQuestionImplicationQuestionsTakeNotesEstablisha ClearAgendaStrategicQuestionPlanningObjectivesAnticipate,Summarize,Response,Listen,SilenceStrategicQuestionSuggestionsThere is nouniversallyagreed uponset ofquestionsOpen-EndedQuestionsThe KeystoWinningin SalesInternalSummaryQuestionsContinuationQuestionsBepatientAdvantagesofAmplificationQuestionPeople canthink at arate muchfaster thanthey talkTheMotivationQuestionGive EachQuestiona PurposePurchaseCriteriaTheFrustrationQuestionImprovingListeningSkillsThe Heartof theSalesCycleBecomea MasterListenerClosed-EndedQuestionsFive KeyQuestionsthat BuildRelationshipsCheckProblemQuestionsAgreementQuestionsAskingquestions is theprimary tool foridentifyingproblemsNeedDiscovery’sCriticalRoleCommonQuestioningTechniquesNeedDiscoveryProspectsclarify problemsin their mindsand yoursthroughquestionsSituationQuestionsCapitalizeon speedof thoughtBecomea Doctorof SellingAskquestionsaccording totheirstructureNonverbalGesturesDouble-checkquestionsSilenceAvoidprejudgmentTheRight FitQuestionNeed-PayoffQuestionsGainagreementAvoidConfusingLanguageTheSuccessQuestionReinforceStep 4 of theRelationshipSelling CycleAllowFourAmplificationQuestionsClearAskingQuestionson SocialMediaTimeFrameHotButtonSPINSellingin ActionInvite

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