The questions created from this exercise aren’t just for cold calls. They’re also effective questions to ask on inbound follow ups, warm calls, or when you’re working the floor at trade shows. These questions can even be used in your cold emails and other messages. Example: Sales Engagement Technology.

Find the main point from each problem or solution, like in my examples on Page 41 (outbound channels, phone conversations and technology adoption). Now create your questions. Start your sentences with things like: Are you having any problems…? Do you think your team…? Are you using…? Do you have…? Do you feel like…?