What’s the difference between open-end and closed-end questions, and describe how each of these 2 question formats might best be used in the trust-based selling process.
Identify and explain each of the individual steps involved in the SPIN sequence of
questioning. Develop two example questions for each.
Identify and explain each of the individual steps involved in the ADAPT sequence of
questioning. Develop two example questions for each step.
What is meant by proxemics? Why is it important for salespeople to understand the
concept of proxemics?
