Each sales call you make should have a clearly defined purpose. The purpose of the call should never be, “I'm just calling to check in to see how it's going.” Don't waste your time or the prospect's time. Also, by being prepared with better questions you will be able to identify or create opportunities to help the prospect or customer solve their problems. By asking, “Do you have any needs at this time?” gives the person you are speaking with an opportunity to say no. With this call there was an opportunity to engage the customer and learn more about the issues she was dealing with. How often does this happen to you?