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