A good guideline for asking your client questions to understand her marketing needs and how you might be able to help her is:

1. ask questions about the client’s current situation, desired situation and expectations.
2. ask questions only if you did not gather enough information from your pre-call planning.
3. ask “yes” or “no” questions to show credibility and avoid confusing the client.
4. uncover the client’s pain points so you can use them against her later.

100% Correct Answer
ask questions about the client’s current situation, desired situation and expectations.