When using a nondirective question as an approach method, the salesperson should begin by asking the prospect a closed-ended question.

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A nondirective question is designed to encourage a full, meaningful answer using the subject's own knowledge and feelings, and is typically open-ended, allowing the respondent to provide more information, thoughts, and feelings, rather than a simple yes or no answer that a closed-ended question would elicit.

When Using a Nondirective Question as an Approach Method, the Salesperson