What should you do to build trust during the call?

• A. Focus on your own achievements
• B. Ask questions to understand the prospect's unique situation
• C. Make promises you can't keep
• D. Ignore the prospect's responses

Answer: (B)

Trust on a call grows when you show genuine curiosity about the prospect’s situation and tailor what you offer to their needs. Asking questions to understand the prospect's unique situation is the best way to do that. It demonstrates you’re listening, you value their context, and you’re aiming to align solutions with what truly matters to them. This approach invites them to share their pain points, goals, constraints, and emotional drivers, which NEPQ 7th Level emphasizes through discovery and empathetic questioning. By focusing on their reality, you build credibility and rapport rather than delivering generic pitches.

Focusing on your own achievements can come off as self-centered and divert attention from the prospect’s needs. Promises you can’t keep erode credibility and trust. Ignoring the prospect’s responses signals disrespect and a lack of adaptability. So the strongest move is to ask questions to understand their unique situation, fostering trust and guiding the conversation toward a collaborative outcome.