Ivan uses a variety of approaches when he is trying to sell gym memberships to prospective buyers. In one approach, Ivan asks questions like, $$Do you agree that exercise is important to maintain a healthy lifestyle?$$ and $$Do you think having access to a personal trainer would be helpful in meeting your exercise goals?$$ By getting the prospective buyers to say $$yes$$ to these questions, Ivan hopes they will say $$yes$$ when he asks them to commit to buying a gym membership. Which approach to personal selling is Ivan utilizing?

Stimulus response selling

Problem$-$solving selling

Adaptive selling

Mental states selling