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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