ProblemQuestionsTheCommitmentQuestionCommonQuestioningTechniquesBecomea Doctorof SellingGive EachQuestiona PurposeAnticipate,Summarize,Response,Listen,SilenceFourAmplificationQuestionsPeople canthink at arate muchfaster thanthey talkClearTheMotivationQuestionAllowSituationQuestionsNonverbalGesturesHotButtonBepatientPurchaseCriteriaFive KeyQuestionsthat BuildRelationshipsStep 4 of theRelationshipSelling CycleGainagreementNeedDiscovery’sCriticalRoleAgreementQuestionsEstablisha ClearAgendaContinuationQuestionsInternalSummaryQuestionsClosed-EndedQuestionsImplicationQuestionsThere is nouniversallyagreed uponset ofquestionsCapitalizeon speedof thoughtAvoidprejudgmentCheckThe KeystoWinningin SalesStrategicQuestionSuggestionsReinforceImprovingListeningSkillsStrategicQuestionPlanningObjectivesNeedDiscoverySPINSellingin ActionAskquestionsaccording totheirstructureThe Heartof theSalesCycleAvoidConfusingLanguageSilenceTheFrustrationQuestionInviteAskingQuestionson SocialMediaAskingquestions is theprimary tool foridentifyingproblemsOpen-EndedQuestionsTheSuccessQuestionTakeNotesDouble-checkquestionsBecomea MasterListenerAdvantagesofAmplificationQuestionTimeFrameNeed-PayoffQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsTheRight FitQuestionProblemQuestionsTheCommitmentQuestionCommonQuestioningTechniquesBecomea Doctorof SellingGive EachQuestiona PurposeAnticipate,Summarize,Response,Listen,SilenceFourAmplificationQuestionsPeople canthink at arate muchfaster thanthey talkClearTheMotivationQuestionAllowSituationQuestionsNonverbalGesturesHotButtonBepatientPurchaseCriteriaFive KeyQuestionsthat BuildRelationshipsStep 4 of theRelationshipSelling CycleGainagreementNeedDiscovery’sCriticalRoleAgreementQuestionsEstablisha ClearAgendaContinuationQuestionsInternalSummaryQuestionsClosed-EndedQuestionsImplicationQuestionsThere is nouniversallyagreed uponset ofquestionsCapitalizeon speedof thoughtAvoidprejudgmentCheckThe KeystoWinningin SalesStrategicQuestionSuggestionsReinforceImprovingListeningSkillsStrategicQuestionPlanningObjectivesNeedDiscoverySPINSellingin ActionAskquestionsaccording totheirstructureThe Heartof theSalesCycleAvoidConfusingLanguageSilenceTheFrustrationQuestionInviteAskingQuestionson SocialMediaAskingquestions is theprimary tool foridentifyingproblemsOpen-EndedQuestionsTheSuccessQuestionTakeNotesDouble-checkquestionsBecomea MasterListenerAdvantagesofAmplificationQuestionTimeFrameNeed-PayoffQuestionsProspectsclarify problemsin their mindsand yoursthroughquestionsTheRight FitQuestion

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