Question:

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

Answer:

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.

Other Exam Posts

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP TCI BA It’s fine as is

How often should you reference yourself in your outreach messages?

Never. Your messages should be solely about the buyer and their context. As often as necessary to communicate your value proposition. As often as possible.

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