Building Rapport, with Donald Kelly

Discussion Questions

  1. Why do you think it’s so difficult for salespeople to be authentic when talking with prospects?

  2. Think of a conversation you have had in which you were interested instead of interesting. What was the difference in your experience, and what impact do you think it had on the conversation?

  3. Think of a time when a salesperson made you feel heard. How did they do that, and why did you respond well to that interaction?

Want More Resources?

For more expert session videos, you can review your complimentary copy of “Professional Selling” by B.J. Allen and Donald Kelly. This guide for the modern sales professional is ready-to-use, with a sample syllabus that can be customized to your needs. It also includes multiple assignments for each chapter and expert session videos so you can deliver real-world experience in a fraction of the time!

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