NonverbalGesturesAvoidprejudgmentTheMotivationQuestionSPINSellingin ActionImplicationQuestionsAskquestionsaccording totheirstructureThere is nouniversallyagreed uponset ofquestionsStrategicQuestionSuggestionsAgreementQuestionsAnticipate,Summarize,Response,Listen,SilenceStrategicQuestionPlanningObjectivesAskingquestions is theprimary tool foridentifyingproblemsBecomea Doctorof SellingTakeNotesInviteGainagreementPurchaseCriteriaNeedDiscoveryNeed-PayoffQuestionsSilenceGive EachQuestiona PurposeThe Heartof theSalesCycleDouble-checkquestionsProblemQuestionsAdvantagesofAmplificationQuestionAvoidConfusingLanguageTheSuccessQuestionClosed-EndedQuestionsAllowEstablisha ClearAgendaBecomea MasterListenerFourAmplificationQuestionsNeedDiscovery’sCriticalRoleSituationQuestionsPeople canthink at arate muchfaster thanthey talkInternalSummaryQuestionsHotButtonStep 4 of theRelationshipSelling CycleClearTheCommitmentQuestionCapitalizeon speedof thoughtBepatientReinforceFive KeyQuestionsthat BuildRelationshipsAskingQuestionson SocialMediaTimeFrameCheckImprovingListeningSkillsThe KeystoWinningin SalesTheFrustrationQuestionCommonQuestioningTechniquesContinuationQuestionsOpen-EndedQuestionsTheRight FitQuestionProspectsclarify problemsin their mindsand yoursthroughquestionsNonverbalGesturesAvoidprejudgmentTheMotivationQuestionSPINSellingin ActionImplicationQuestionsAskquestionsaccording totheirstructureThere is nouniversallyagreed uponset ofquestionsStrategicQuestionSuggestionsAgreementQuestionsAnticipate,Summarize,Response,Listen,SilenceStrategicQuestionPlanningObjectivesAskingquestions is theprimary tool foridentifyingproblemsBecomea Doctorof SellingTakeNotesInviteGainagreementPurchaseCriteriaNeedDiscoveryNeed-PayoffQuestionsSilenceGive EachQuestiona PurposeThe Heartof theSalesCycleDouble-checkquestionsProblemQuestionsAdvantagesofAmplificationQuestionAvoidConfusingLanguageTheSuccessQuestionClosed-EndedQuestionsAllowEstablisha ClearAgendaBecomea MasterListenerFourAmplificationQuestionsNeedDiscovery’sCriticalRoleSituationQuestionsPeople canthink at arate muchfaster thanthey talkInternalSummaryQuestionsHotButtonStep 4 of theRelationshipSelling CycleClearTheCommitmentQuestionCapitalizeon speedof thoughtBepatientReinforceFive KeyQuestionsthat BuildRelationshipsAskingQuestionson SocialMediaTimeFrameCheckImprovingListeningSkillsThe KeystoWinningin SalesTheFrustrationQuestionCommonQuestioningTechniquesContinuationQuestionsOpen-EndedQuestionsTheRight FitQuestionProspectsclarify problemsin their mindsand yoursthroughquestions

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