How Long Should The Rapport-Building Part Of An Exploratory Call Be?

• 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.

The correct answer is:

• 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.

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Sources: HubSpot Inbound Sales Course

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