AvoidConfusingLanguageThere is nouniversallyagreed uponset ofquestionsPurchaseCriteriaImplicationQuestionsOpen-EndedQuestionsNonverbalGesturesCommonQuestioningTechniquesTheRight FitQuestionSilenceAskingQuestionson SocialMediaAskingquestions is theprimary tool foridentifyingproblemsFourAmplificationQuestionsClosed-EndedQuestionsStrategicQuestionSuggestionsImprovingListeningSkillsAllowReinforceSituationQuestionsTheMotivationQuestionInviteAnticipate,Summarize,Response,Listen,SilenceProblemQuestionsTimeFrameHotButtonTheFrustrationQuestionGive EachQuestiona PurposePeople canthink at arate muchfaster thanthey talkTheCommitmentQuestionNeedDiscovery’sCriticalRoleAdvantagesofAmplificationQuestionEstablisha ClearAgendaProspectsclarify problemsin their mindsand yoursthroughquestionsCheckClearCapitalizeon speedof thoughtAskquestionsaccording totheirstructureInternalSummaryQuestionsBecomea Doctorof SellingTakeNotesBecomea MasterListenerTheSuccessQuestionAvoidprejudgmentThe Heartof theSalesCycleAgreementQuestionsBepatientFive KeyQuestionsthat BuildRelationshipsThe KeystoWinningin SalesNeedDiscoveryContinuationQuestionsDouble-checkquestionsGainagreementStrategicQuestionPlanningObjectivesStep 4 of theRelationshipSelling CycleSPINSellingin ActionNeed-PayoffQuestionsAvoidConfusingLanguageThere is nouniversallyagreed uponset ofquestionsPurchaseCriteriaImplicationQuestionsOpen-EndedQuestionsNonverbalGesturesCommonQuestioningTechniquesTheRight FitQuestionSilenceAskingQuestionson SocialMediaAskingquestions is theprimary tool foridentifyingproblemsFourAmplificationQuestionsClosed-EndedQuestionsStrategicQuestionSuggestionsImprovingListeningSkillsAllowReinforceSituationQuestionsTheMotivationQuestionInviteAnticipate,Summarize,Response,Listen,SilenceProblemQuestionsTimeFrameHotButtonTheFrustrationQuestionGive EachQuestiona PurposePeople canthink at arate muchfaster thanthey talkTheCommitmentQuestionNeedDiscovery’sCriticalRoleAdvantagesofAmplificationQuestionEstablisha ClearAgendaProspectsclarify problemsin their mindsand yoursthroughquestionsCheckClearCapitalizeon speedof thoughtAskquestionsaccording totheirstructureInternalSummaryQuestionsBecomea Doctorof SellingTakeNotesBecomea MasterListenerTheSuccessQuestionAvoidprejudgmentThe Heartof theSalesCycleAgreementQuestionsBepatientFive KeyQuestionsthat BuildRelationshipsThe KeystoWinningin SalesNeedDiscoveryContinuationQuestionsDouble-checkquestionsGainagreementStrategicQuestionPlanningObjectivesStep 4 of theRelationshipSelling CycleSPINSellingin ActionNeed-PayoffQuestions

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