Becomea Doctorof SellingInviteSilenceStep 4 of theRelationshipSelling CycleSPINSellingin ActionCapitalizeon speedof thoughtDouble-checkquestionsGive EachQuestiona PurposeImplicationQuestionsAdvantagesofAmplificationQuestionAvoidprejudgmentNonverbalGesturesTimeFrameAllowNeed-PayoffQuestionsThe KeystoWinningin SalesFive KeyQuestionsthat BuildRelationshipsAskingquestions is theprimary tool foridentifyingproblemsReinforceProspectsclarify problemsin their mindsand yoursthroughquestionsTheMotivationQuestionTheRight FitQuestionOpen-EndedQuestionsFourAmplificationQuestionsTheFrustrationQuestionThere is nouniversallyagreed uponset ofquestionsAvoidConfusingLanguagePeople canthink at arate muchfaster thanthey talkTheSuccessQuestionBepatientAskingQuestionson SocialMediaInternalSummaryQuestionsImprovingListeningSkillsHotButtonEstablisha ClearAgendaContinuationQuestionsClearStrategicQuestionSuggestionsAgreementQuestionsNeedDiscoveryAskquestionsaccording totheirstructureSituationQuestionsGainagreementPurchaseCriteriaClosed-EndedQuestionsTakeNotesNeedDiscovery’sCriticalRoleThe Heartof theSalesCycleStrategicQuestionPlanningObjectivesCommonQuestioningTechniquesBecomea MasterListenerProblemQuestionsTheCommitmentQuestionCheckAnticipate,Summarize,Response,Listen,SilenceBecomea Doctorof SellingInviteSilenceStep 4 of theRelationshipSelling CycleSPINSellingin ActionCapitalizeon speedof thoughtDouble-checkquestionsGive EachQuestiona PurposeImplicationQuestionsAdvantagesofAmplificationQuestionAvoidprejudgmentNonverbalGesturesTimeFrameAllowNeed-PayoffQuestionsThe KeystoWinningin SalesFive KeyQuestionsthat BuildRelationshipsAskingquestions is theprimary tool foridentifyingproblemsReinforceProspectsclarify problemsin their mindsand yoursthroughquestionsTheMotivationQuestionTheRight FitQuestionOpen-EndedQuestionsFourAmplificationQuestionsTheFrustrationQuestionThere is nouniversallyagreed uponset ofquestionsAvoidConfusingLanguagePeople canthink at arate muchfaster thanthey talkTheSuccessQuestionBepatientAskingQuestionson SocialMediaInternalSummaryQuestionsImprovingListeningSkillsHotButtonEstablisha ClearAgendaContinuationQuestionsClearStrategicQuestionSuggestionsAgreementQuestionsNeedDiscoveryAskquestionsaccording totheirstructureSituationQuestionsGainagreementPurchaseCriteriaClosed-EndedQuestionsTakeNotesNeedDiscovery’sCriticalRoleThe Heartof theSalesCycleStrategicQuestionPlanningObjectivesCommonQuestioningTechniquesBecomea MasterListenerProblemQuestionsTheCommitmentQuestionCheckAnticipate,Summarize,Response,Listen,Silence

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