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

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·         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.
·         ask questions about the client’s current situation, desired situation and expectations.
·         uncover the client’s pain points so you can use them against her later.

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