How long should the rapport-building part of an exploratory call be?

Short. Don’t spend more than a few seconds on rapport building.

Long enough to get the prospect comfortable discussing goals and challenges with you, but not so long that it requires the rest of the call to be rushed.

As long as possible. Increasing the amount of time spent building rapport will increase the prospect’s likelihood of moving to the advise phase of your inbound sales strategy.

It will vary based on your personal sales style.


Choose an option to see if it’s correct. Check the explanation below.

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Explanation: How long should the rapport-building part of an exploratory call be?


Explanation: The correct answer is, " correct: trueLong enough to get the prospect comfortable discussing goals and challenges with you, but not so long that it requires the rest of the call to be rushed." Building rapport is crucial in establishing a connection with the prospect and creating a conducive environment for meaningful conversation. However, it's essential to strike a balance to ensure that the call progresses smoothly and covers all necessary topics within the allocated time frame. Spending too little time on rapport building may make the prospect feel rushed or undervalued, potentially hindering their openness and engagement during the discussion. Conversely, spending too much time solely on rapport building can detract from addressing the primary purpose of the call—exploring the prospect's goals and challenges. Therefore, the rapport-building phase should aim to establish trust and comfort while efficiently transitioning into the substantive aspects of the conversation, allowing for a productive exchange of information and insights.
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