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

To see all the questions and correct answers of the HubSpot Inbound Sales Certification Exam, Click HereHubSpot Inbound Sales Certification Answers.

Jori Munroe

Jori is a lecturer on WNS Academy. She is dedicated to educating and inspiring people about reporting, conversion, and advertising and teaches sales and CRM courses at WNS. She is best known for her works on the HubSpot Inbound Marketing, Sales Software and the Sales Enablement Certification.

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