1. Explain the importance of collaborative, two-way communication in trust based selling
2. explain the primary types of questions and how they are applied in selling
3. Illustrate the diverse roles and uses of strategic questioning in trust-based selling
4. Identify and describe the 5 steps of the ADAPT questioning sequence for effective fact-finding and needs discovery
5. Discuss the 4 sequential steps for effective active listening
6. Discuss the superiority of pictures over words for explaining concepts and enhancing comprehension
7. Describe and interpret the different forms of nonverbal communication