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.