(Print) Use this randomly generated list as your call list when playing the game. 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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I-escalated pain as a ripple effect
S-used situation questions to uncover process gaps
S-rep asks about the prospects role
N-prospect quantifies value without being asked
N-ends with a needs pay off question
P-dug deeper into the problem
I-asked how the problem impacts their role
P-linked pain to urgency or timeline
I-uncovered financial, operational or emotional consequences
W-Rep uses buyers language (manufacturing knowledge)
P-60/40 or 70/30 talk track ratio
N-xdr asked how solving the issue could help the team
S-confirmed buyers frustration or blockers
S-rep asks about current process
N-xdr asked "what would it mean" question
P-validated the problem is worth solving
S-asked all open ended questions
W-rep hyped up the AE/AM
W-rep stressed urgency in the close
N-prospect articulates value to themselves
P-identified pain
I-used phrase like, whats the impact of that if it continues?
