The first step in the exploration and connection process is to ________ the customer.

The two elements of building trust with the customer are ________ and ________.

Drew suggests that if you feel like the customer doesn’t trust you, start asking deep, probing questions.

According to Drew, Objective #3 is to build connection, alignment and momentum through _________ questions.

The question, “have you ever purchased a comfort system before?,” will give you an idea of what the customer’s _________ is for the buying process so we can align our process with theirs.