I ask specific, in-depth questions to determine exactly what my prospective clients want and need.  The system I use is called “Pre-profiling”. I contact each person prior to their initial appointment to complete a Mary Kay Beauty Profile. Besides recording basic contact info and preferences, the questions give multiple choice options to identify their particular skin care concerns, like does your skin tend to be normal to dry or combination/oily? However, I ask additional questions to go deeper: What do you currently use to cleanse and condition your skin?Are you a minimalist or do you want every available weapon in the Battle on Aging?  Do you have any allergies or sensitivities I need to know about?  What one or two things would you like to change about your skin? Additionally,  if they are coming to my house for their free facial, I ask if they have any allergies or fears around dogs and cats! Based on their answers I can prepare what products to offer. For instance, if a client has rosacea, I’ll have them try Barrier Restore but NOT Microdermabrasion. If they are a minimalist, I’ll be sure to not overwhelm them with too many supplements. Asking questions allows me to customize and personalize their appointment, because I’m a consultant not a sales clerk.