# Real-Time Coaching Cards ## Card Format Each card should be concise and actionable — max 3 lines. Format: ``` 🎯 [SIGNAL TYPE] detected 💡 [RECOMMENDED ACTION] 🗣️ [SUGGESTED PHRASE] ``` --- ## Detection → Response Library ### 💰 Pricing & Budget **Trigger:** "price", "cost", "budget", "expensive", "discount", "ROI", "investment", "afford", "cheaper" **By stage:** *Discovery:* - 💡 Too early for pricing. Redirect to value. - 🗣️ "Great question — let me make sure I understand your requirements first so I can give you an accurate picture." *POV/Demo:* - 💡 Anchor to value, not cost. Use SPIN Need-Payoff. - 🗣️ "The investment depends on scope. Companies similar to yours typically see [X] ROI within [Y] months. Let's talk about what success looks like for you." *Negotiation:* - 💡 Don't discount first. Trade concessions. Use calibrated question. - 🗣️ "I want to work with you on this. Help me understand — what would make this work within your budget?" (Then trade: shorter term, smaller scope, case study rights) **If they say "too expensive":** - 💡 Use Gap Selling. Quantify the cost of NOT buying. - 🗣️ "I understand. Let me ask — what's the current cost of [manual process]? If that's $X/year, this solution pays for itself in [Y] months." --- ### 🏁 Competitor Mention **Trigger:** competitor name, "alternative", "also looking at", "compared to", "Twelve Labs", "Voxel51", "Google Video Intelligence" - 💡 Never trash competitors. Differentiate on unique strengths. Ask what they liked. - 🗣️ "Good that you're thorough in evaluating. What's been your experience with them so far?" - 🗣️ Then: "Where we differ is [specific differentiator]. Would it help if I showed you a side-by-side on [their weakness / your strength]?" **Specific competitor responses:** - **Twelve Labs**: "They focus on cloud-only search. We run on-device + cloud, and own our models end-to-end." - **Google Video Intelligence API**: "Great for basic labels. We do multimodal embeddings — text + audio + visual in a unified space." - **Voxel51**: "They're a data tool for ML teams. We're a full platform for business users — API to production." --- ### 🛒 Buying Signals **Trigger:** "timeline", "next steps", "how do we start", "implementation", "contract", "when can we", "pricing for", "team involved", "who else should see this" - 💡 🔥 BUYING SIGNAL! Don't oversell. Stop pitching. Move to close. - 🗣️ "I can put together a proposal by [date]. Shall I include the scope we discussed today?" - 🗣️ Or: "The fastest path is a 2-week pilot. I can have the agreement to you by [day]. Who else needs to sign off?" **If "who else should see this":** - 💡 Champion identified! Offer to help them sell internally. - 🗣️ "Happy to join that conversation or prepare a brief your team can review. What format would be most useful?" --- ### 🤔 Technical Deep Dive **Trigger:** "API", "integration", "accuracy", "latency", "languages", "how does it work", "architecture", "on-premise", "data privacy", "security" - 💡 Be specific and confident. Reference case studies. Offer to loop in engineering if needed. - 🗣️ "Great question. [Direct answer]. We saw [similar metric] with [customer]. Want me to walk through the technical architecture?" **Common technical responses:** - **Accuracy**: "Our models achieve 92%+ accuracy on video understanding tasks. Happy to run a benchmark on your data." - **Latency**: "Near real-time — 1:5 ratio of video to processing time. For edge deployment, even faster." - **Data privacy**: "Your data never leaves your infrastructure in edge mode. Cloud mode has SOC 2 compliance." - **Integration**: "REST API, Python/JS SDKs, Slack integration. Typical integration takes 1-2 days." --- ### ❄️ Going Cold / Stalling **Trigger:** long pauses, "let me think", "we'll get back", "not sure about timeline", "need to discuss internally", "interesting", "we'll circle back" - 💡 Use Sandler: diagnose the real issue. Use labeling (Voss). - 🗣️ "It sounds like there might be some concern I haven't addressed. What's holding you back?" - 🗣️ Or: "Totally fair. In your experience, when deals like this stall, what's usually the reason?" - 🗣️ Nuclear option: "Would it be unreasonable to say this might not be the right fit?" (Triggers loss aversion) **If "need to discuss internally":** - 💡 Coach the champion. Don't let them sell alone. - 🗣️ "Absolutely. What questions do you think your team will have? I can prepare a brief to address them." - 🗣️ "Would it help if I joined that conversation? I can keep it to 10 minutes." --- ### 🎯 Discovery Mode (Meeting Start) **Trigger:** First 5 minutes of meeting, "tell me about", "what do you do", "how does it work" - 💡 Don't pitch yet. Use Challenger "teach" moment first. Then ask SPIN questions. - 🗣️ Lead with insight: "Before I dive into what we do, let me share something interesting we've seen in your industry..." - 🗣️ Then flip: "But I'd love to understand your world first. What's the biggest challenge you're facing with [video/content/data]?" **Up-front contract (Sandler):** - 🗣️ "Here's what I'd love to get out of the next 30 minutes: understand your situation, share how we might help, and decide together if there's a fit. If there is, we'll talk next steps. If not, no hard feelings. Sound good?" --- ### 🚩 Objection Patterns **"We're not ready yet"** - 💡 Find the compelling event. Use JOLT. - 🗣️ "I totally get it. What would need to change for this to become a priority?" **"We can build this in-house"** - 💡 Quantify build vs buy. Emphasize time-to-value. - 🗣️ "Definitely possible. Most teams estimate 6-12 months and $500K+ for a comparable solution. We'd have you live in 2 weeks. What's the cost of waiting 6 months?" **"Need to talk to my boss"** - 💡 MEDDIC: you haven't met the Economic Buyer. - 🗣️ "Of course. What do you think their main concern will be? I can help you frame the business case." **"Send me more info"** - 💡 Buying stall. Pin down specifics. - 🗣️ "Happy to. What specifically would be most helpful? I want to send exactly what you need to make a decision." --- ### 🤝 Closing Techniques **Trial Close:** - 🗣️ "If the pilot results meet the criteria we discussed, what happens next on your end?" **Assumptive Close:** - 🗣️ "Let me put together the SOW based on what we discussed. I'll have it to you by Friday." **Urgency (genuine only):** - 🗣️ "We have capacity to start your pilot this month. Next available slot would be [later date]." **Risk Reversal:** - 🗣️ "Let's start with a free pilot — 10 videos, 2 weeks. If it doesn't hit the benchmarks, you walk away. No cost, no obligation."