Mauch the poses with the LAARC con category. You decide not to provide an explanation immediately. Instead you ask a series of SPIN questions to gather more information. One of these questions is "Can you tell me why you were unhappy when you used our services before?" You ask Nico if your explanation helps and if he is ready to move on to the next topic. 1. Listen 2. Acknowledge You quietly wait for Nico to finish his objection before speaking 3. Assess