Manage the canonical list of sales techniques and common mistakes. The AI will use these labels exactly when evaluating calls.
| Name | Category | Description | Aliases | Active | Action |
|---|---|---|---|---|---|
| Alternative choice close | Closing | Offer limited options to facilitate a decision. | alternative choice close, alternative close | Yes | |
| Assumptive close | Closing | Assume progression and confirm next steps to close the sale. | assumptive close, assumption close | Yes | |
| Closing questions | Closing | Ask questions that confirm intent and help close the deal. | closing questions, questions close | Yes | |
| Closing the sale | Closing | Ask for the commitment and finalize the agreement. | closing, close | Yes | |
| Handling indecision | Closing | Guide undecided prospects by narrowing options and reinforcing the cost of delay. | handling indecision, indecision | Yes | |
| Micro-commitment | Closing | Obtain small commitments that move the sale forward. | micro-commitment, small commitment | Yes | |
| Trial close | Closing | Use trial closes to measure readiness and surface concerns. | trial close, trial closing | Yes | |
| Urgency creation | Closing | Create a sense of urgency through scarcity, time-bound offers, or highlighting cost of inaction. | urgency creation, urgency, scarcity | Yes | |
| Consultative selling | Discovery | Act as a trusted advisor who diagnoses problems before prescribing solutions. | consultative, consultative selling | Yes | |
| Discovery framework | Discovery | Follow a systematic discovery framework to uncover needs, budget, authority, and timeline. | discovery framework, systematic discovery | Yes | |
| Multi-threading | Discovery | Connect with multiple stakeholders in the buying process to avoid single-point-of-failure. | multi-threading, multi threading | Yes | |
| Needs discovery | Discovery | Systematically uncover prospect needs, pains and priorities. | needs discovery, discovery | Yes | |
| Open-ended questioning | Discovery | Ask open questions to explore needs, motivations and context. | open-ended questions, questions | Yes | |
| Pain digging | Discovery | Deeply explore pains and impacts to surface urgency. | pain digging, pain discovery | Yes | |
| Powerful questions | Discovery | Ask impactful questions that reframe prospect thinking and reveal deeper motivations. | powerful questions, impactful questions | Yes | |
| Qualification | Discovery | Determine prospect fit and buying criteria (BANT or similar). | qualification, BANT | Yes | |
| SPIN selling | Discovery | Use Situation, Problem, Implication, Need-payoff questions to uncover deep needs. | SPIN, SPIN selling | Yes | |
| Call to action | Follow-up | Provide a clear next step or action request at the end of the call. | call to action, CTA | Yes | |
| Effective follow-up | Follow-up | Schedule and execute follow-ups with added value. | effective follow-up, follow-up | Yes | |
| Follow-up commitment | Follow-up | Secure a follow-up meeting or commitment before ending. | follow-up commitment, follow up | Yes | |
| Social selling | Follow-up | Leverage social media and personalized content to warm up prospects before calls. | social selling, social media | Yes | |
| Handling price objections | Negotiation | Respond to price objections by reinforcing value, ROI, and total cost of ownership. | handling price objections, price objection handling | Yes | |
| Price anchoring | Negotiation | Present price anchors to frame perceived value. | price anchoring, anchoring | Yes | |
| Price handling | Negotiation | Respond to price objections by demonstrating ROI and benefits. | price handling, price objection | Yes | |
| Handling objections | Objections | Address and resolve objections to move the sale forward. | handling objections, objection handling | Yes | |
| Handling skepticism | Objections | Address prospect skepticism with proof points, guarantees, and third-party validation. | handling skepticism, skepticism, trust | Yes | |
| Objection prevention | Objections | Anticipate common objections and address them proactively before they arise. | objection prevention, proactive objections | Yes | |
| Objection reframing | Objections | Reframe objections to remove barriers and create buy-in. | objection reframing, reframing | Yes | |
| Agenda control | Opening | Set objectives and timing at the start to keep the call focused. | agenda control, control agenda | Yes | |
| Cold call opening | Opening | Use a structured opening that captures attention within the first 15 seconds. | cold call opening, opening | Yes | |
| Rapport building | Opening | Establishes connection and trust with the prospect through empathy and tone. | rapport, building rapport, connection | Yes | |
| Challenger selling | Pitching | Challenge prospect assumptions and teach them something new about their business. | challenger, challenger selling | Yes | |
| Demonstration of value | Pitching | Show concrete results and benefits aligned to the client. | demonstration of value, value demo | Yes | |
| Social proof | Pitching | Use testimonials, case studies or references to build credibility. | social proof, testimonials | Yes | |
| Solution selling | Pitching | Map product capabilities to specific prospect pain points and business outcomes. | solution selling, solution | Yes | |
| Storytelling | Pitching | Use stories and analogies to make complex concepts relatable and memorable. | storytelling, stories, analogies | Yes | |
| Tailored pitch | Pitching | Adapt the pitch to the prospect's specific situation and priorities. | tailored pitch, personalized pitch | Yes | |
| Value proposition | Pitching | Clearly articulate the unique value and benefits for the prospect. | value proposition, value prop, unique value | Yes | |
| Value stacking | Pitching | Stack multiple value points to justify the investment and differentiate from competitors. | value stacking, stacking value | Yes | |
| Active listening | Relationship | Paraphrase, summarize and validate what the prospect says. | active listening, listening | Yes | |
| Emotional connection | Relationship | Connect with the prospect on an emotional level by acknowledging feelings and building empathy. | emotional connection, empathy | Yes | |
| Mirroring and matching | Relationship | Mirror prospect tone, pace, and language to build subconscious rapport. | mirroring, matching, mirror and match | Yes | |
| Silence handling | Skills | Use strategic silence to let prospects process information and reveal more. | silence handling, strategic silence, pause | Yes | |
| Summarize and confirm | Skills | Summarize agreements and confirm understanding with the prospect. | summarize and confirm, summary | Yes | |
| Tonality control | Skills | Use vocal variety, pace, and tone to build authority, trust, and excitement. | tonality, tonality control, vocal variety | Yes |