Which part of the explore phase does rapport building contribute to?

Rapport building primarily contributes to building personal connections during the explore phase. Establishing a personal connection with prospects is crucial for fostering trust and openness in conversations. When sales professionals take the time to connect with prospects on a personal level, they create an environment where prospects feel comfortable sharing their needs, challenges, and goals. This ultimately lays the foundation for a more meaningful and productive dialogue.

Building personal connections through rapport can lead to deeper insights about the prospect's motivations and pain points, encouraging more candid discussions. It enhances the overall customer experience, as prospects are more likely to engage with someone with whom they feel a personal connection, leading to a stronger relationship and better collaboration throughout the sales process.