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.
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.