Building Rapport on Virtual Sales Calls
with Maury Rogow
Top Questions to Build Rapport
Building rapport is a learned trait; it just takes some practice. If you ever get stuck after
establishing a baseline of trust and communication, pepper your next call with some of
these questions.
1. I have such good memories of [city/state]. I visited when I was [age] years old and
absolutely loved [destination/feature]. Have you been to [destination/feature]?
2. I may be passing through your [city/state], what would be your top recommendations?
3. I’ve heard [nearby restaurant/city/state] has amazing [food item]. Does it deserve
the hype?
4. What brought you to [city/state]?
5. My [niece/son/grandchild] wants to become a [profession]. Do you have any advice
I could pass on to get started?
6. My friend used to work at [current or former company]. What was it like working there?
7. You’re fluent in [second language], right? Wow! Do you have the opportunity to use it
in business or when you travel?
8. I saw you used to work in [different field/profession/industry]. How was the transition?
9. Have you always wanted to work in [customer’s field]?
10. I noticed on LinkedIn that you help out with [organization]. How’d you get started there?
11. Since you’re interested in [topic], I was wondering if you’d read [book on topic]?
12. I’m putting together a list of must-read blogs for any [customer’s profession]. May I ask
which ones do you like?
13. Your company seems to host [online, customer, recruiting, philanthropic, industry
events] fairly often. Are you involved or do you attend those?
14. It seems like you’re quite busy—do you use apps to stay organized? I’ve been looking for
a good one, so recommendations would be helpful.
15. Are you planning any work trips or vacations this [specific season]?
16. I was browsing your company’s site when I came across the blog. I loved [your/your
coworker’s/your CEO’s] post about [topic]. What do you think about [related topic]?
Building Rapport on Virtual Sales Calls with Maury Rogow
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