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

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

The Correct Answer is:

• ask questions about the client’s current situation, desired situation and expectations.

Explanation: Always ask your client’s current and desired situation even if you have gathers enough information from pre-call planning. Knowing your customer’s expectation can help you offer her tailored solution. Don’t uncover your customer’s pain points to use against her. Creating a trust with your client can help you while retention.

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