Quality
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Extracted Skills
Benefit Statement Drafter
Draft Benefit statements that link product capabilities to specific customer-expressed Explicit Needs. Use this skill when preparing follow-up emails, proposals, or demos after a discovery call, when someone asks 'how should I frame our solution for this customer?', 'draft Rackham-style benefits for my proposal', 'write the value section of my deck', 'the customer said X — what should I say back?', 'help me write benefits for this deal', 'turn our capabilities into benefits for this account', or 'I have a needs log — help me write the customer-facing statements'. This skill REFUSES to draft a Benefit when no matching Explicit Need exists in the customer record — it redirects to spin-discovery-question-planner instead. That refusal is not a flaw; it is the skill's core protection against the most common error in B2B sales: presenting capabilities before needs are confirmed. The output is a short, grounded set of draft statements (one per matched pair) that the user can adapt into a proposal section, a follow-up email, or a demo opening. Also applies the new-product-launch sub-flow: when the user is launching a new product and has no needs log yet, the skill shifts focus to problem identification and need development before drafting any Benefits — the approach that produced 54% higher sales in a controlled medical diagnostics experiment. Applies to B2B account executives, solutions consultants, and founder-led sellers preparing for follow-up conversations after discovery calls.
Call Outcome Classifier
Classify whether a sales call outcome was an Order, an Advance, a Continuation, or a No-sale — and flag when the seller has misread a Continuation as success. Use when someone asks "did this call go well?", "was this a successful call?", "classify this call outcome", "is this a Continuation or an Advance?", "the prospect said they were impressed but didn't commit to anything specific", "they said 'fantastic presentation, let's meet again' — is that progress?", "I'm not sure if we moved the deal forward", "how do I score this call?", or "the customer seemed positive but I don't know if we advanced." Also invoke when someone shares call notes or a transcript and wants to know whether the deal progressed, whether to update their CRM with a pipeline advance, or whether a next call is needed because this one stalled. Works on raw call notes, transcripts (Gong, Chorus, Zoom exports), or recalled summaries. Reads the call; identifies the specific customer action committed (or the absence of one); classifies the outcome against SPIN Selling's four-outcome framework; flags the classic Continuation-as-success misread; and outputs a written deal-tracking assessment. Pair with commitment-and-advance-planner (SPIN Selling) to plan a better Advance objective for the next call when this one ended in Continuation.
Closing Attitude Self Assessment
Administer and score the Closing-Attitude Scale — a 15-item validated psychometric from SPIN Selling research. Use when a salesperson wants to evaluate whether their attitude toward closing techniques fits the kind of sale they are running, assess whether they are closing too aggressively or too passively, diagnose if their pro-closing beliefs could be hurting their large-sale results, answer 'should I close harder?', 'am I closing too aggressively?', 'is my closing approach wrong for this type of deal?', or 'evaluate my closing attitude'. Also invoke for anyone who believes 'always be closing' is good sales practice, wants to test themselves against Rackham's research findings, or needs to understand why closing techniques hurt large-sale performance. The skill administers all 15 items interactively, calculates a total (15-75), interprets the score against the user's actual selling context (deal value, buyer sophistication, post-sale relationship), and delivers a written assessment with remediation guidance when score and context are mismatched.
Commitment And Advance Planner
Plan the specific commitment to target on a B2B sales call, and script how to obtain it without using closing pressure. Use this skill when someone asks "how do I close this deal", "what should I ask for at the end of the call?", "should I push for the close on Tuesday?", "how do I get this prospect to commit?", "what's a realistic next step to aim for?", "they keep saying they're interested but won't commit", "my manager wants me to close harder but I don't think that's working", "I need to plan my commitment strategy before tomorrow's call", "how do I avoid getting a non-answer at the end of the meeting?", "what's the difference between a real commitment and a polite brush-off?", "I keep getting Continuations instead of Advances", "how do I know what level of commitment to ask for?", or "what do I do when the prospect says 'let's stay in touch'?" Also invoke when someone is prepping for any major B2B sales call and wants a written plan for how to end it — even if they don't use the word "close" or "commitment." This skill produces a pre-call commitment plan with a primary Advance target, a fallback Advance, a Four Successful Actions script, and a Continuation guard. It explicitly replaces closing-technique training with Advance-targeting, grounded in empirical research showing that pressure closing reduces success rates in large sales. After the call, run spin-selling:call-outcome-classifier to verify whether the planned Advance was actually obtained.
Discovery Call Opening Planner
Plan a discovery call opening that earns the right to ask questions — without leading with product details or personal rapport fishing. Use this skill whenever a B2B rep is preparing for a sales call and needs to know what to say in the first 60-90 seconds, when someone asks 'how should I open this call?', 'what should I say first in my meeting with [company]?', 'how do I start a discovery call with a senior executive?', 'draft an opening for my call tomorrow', 'what's the best way to open a follow-up call?', or 'how do I avoid the awkward opener?'. This skill applies Rackham's empirically-validated framework for call openings in major sales: establish who you are, state why you're there (without product details), and earn the buyer's consent to ask questions. It explicitly prevents the two conventionally taught but research-debunked patterns: personal rapport fishing ('talk about the yacht photo on their wall') and opening benefit statements ('I'm here to show you how X saves you 30%'). Output is a call-prep script and checkpoint review the rep can read 5 minutes before the meeting. Invoke whenever any sales call opening needs to be planned, scripted, reviewed, or adapted to a specific call context.
Fab Statement Classifier
Classify seller statements as Features, Advantages, or true Benefits using Rackham's strict FAB definitions. Use this skill to audit a pitch deck, sales email, demo script, or call transcript for FAB distribution. Invoke when someone asks 'are these benefits or advantages?', 'is this a feature or a benefit?', 'review my sales deck for FAB', 'audit my pitch for Rackham FAB', 'classify these statements', 'are my slides benefit-focused?', 'why am I getting objections to my deck?', 'does this qualify as a benefit?', or 'I call these benefits but I'm not sure'. The skill enforces Rackham's empirically-derived definition: a statement is a Benefit ONLY if it meets a customer-expressed Explicit Need — not if it sounds helpful, not if it shows the product can help, and not if it meets a problem (Implied Need). In typical B2B sales content, 40-50% of statements labeled 'Benefits' by the seller are actually Advantages. This skill catches that. Also includes Rackham's 10-item FAB classification quiz for self-testing. Applies to B2B account executives auditing their own decks, sales managers reviewing team content, and marketers producing collateral for large-sale contexts.
Need Type Classifier
Classify customer statements from sales calls as Implied Needs (problems, difficulties, dissatisfactions) or Explicit Needs (wants, desires, intentions to act). Use this skill whenever a sales rep shares something a prospect said and asks what to do next, when reviewing call notes or transcripts to identify which customer statements represent buying signals, when diagnosing whether discovery went deep enough before a demo or proposal, when building a needs log from call notes, or when a colleague says 'the prospect sounded interested — they mentioned several problems.' This skill applies Rackham's empirically-validated SPIN methodology to prevent the most common large-sale mistake: treating Implied Needs (problems) as buying signals. In large B2B sales, Explicit Needs — not Implied Needs — predict deal success. Invoke whenever any customer statement needs to be categorized, developed, or acted on in a B2B or enterprise sales context.
Objection Source Diagnoser
Diagnose WHY a deal is accumulating objections by tracing each one back to its root-cause seller behavior. Use this skill when a customer keeps pushing back, when you're getting too many price objections, when the prospect raised concerns you don't know how to address, when a rep asks 'why does my pitch generate so much resistance?', or when someone asks 'what's wrong with my presentation?'. Invoke when someone says 'diagnose these objections', 'we keep getting price objections', 'why does the customer keep saying it's not worth it', 'how do I stop getting so many objections', 'the prospect raised X — how should I respond?', 'my deal has too many concerns', 'objections are killing my pipeline', or 'what's causing all this pushback?'. The skill reads call notes or transcripts, extracts every objection, and maps each to its FAB-source root cause using Rackham's empirically-derived behavior→response chain: Features cause price concerns; Advantages cause value and capability objections; premature solution presentation causes early-call objections. The output is a prevention plan for the NEXT call — which seller behaviors to remove, and which SPIN questions to use to develop needs more thoroughly. This skill explicitly refuses to produce 'when they say X, respond with Y' objection-handling scripts. That approach treats symptoms. This skill treats causes. Backed by Rackham's analysis of 35,000+ sales calls and Linda Marsh's correlation study showing Advantages as the primary driver of objections. Applies to B2B AEs, enterprise sales reps, and sales managers debriefing a struggling rep.
Sales Call Plan Do Review Coach
Wrap a structured Plan-Do-Review learning loop around any B2B sales call. Use this skill when someone says 'prep me for tomorrow's call with [company]', 'review my call from yesterday', 'help me debrief this meeting', 'what should I learn from this call?', 'build a call brief for next week', 'post-call debrief', 'I just had a discovery call and want to process it', or 'am I actually improving between calls?'. This skill runs in two modes: PRE-CALL — consolidates outputs from spin-discovery-question-planner (SPIN question bank) and commitment-and-advance-planner (Advance objective) into a single call brief you can read 5 minutes before the meeting; POST-CALL — applies Rackham's seven specific review questions to your actual call notes and produces a written debrief that ties directly to the next call's plan. The closed loop is the distinguishing feature: each call's review becomes the next call's plan. Based on Rackham's empirical finding that top performers review every call in detail while average performers say 'it went quite well' — a global conclusion that prevents any learning. Works on call notes, transcripts, or recalled summaries.
Spin Discovery Question Planner
Plan Situation, Problem, Implication, and Need-payoff (SPIN) questions for a specific B2B sales call. Use this skill whenever a sales rep wants to prepare discovery questions for an upcoming meeting, when someone asks 'what should I ask in this call?', when planning questions for a deal in any industry, when drafting Implication questions for a complex sale, when prepping for a discovery call with a prospect, when a seller wants to go into a meeting with a structured question bank instead of winging it, or when a rep has a call next week and needs help thinking through what to ask. This skill applies Rackham's empirically-validated SPIN methodology — specifically including the 3-step Implication question planning sub-workflow (problem → related difficulties → questions) that makes the hardest question type executable. The output is NOT a generic discovery checklist: it is a planned conversation with branches, Implication chains, and Need-payoff conversion moves tied to specific likely customer problems and product capabilities the seller can actually deliver.
Spin Skill Practice Coach
Build a personalized multi-week SPIN practice plan for a B2B sales rep learning the SPIN methodology. Use this skill when someone is new to SPIN and wants to build the skill systematically, when a rep says 'I read SPIN Selling but can't put it into practice', when someone asks 'how do I actually learn SPIN?', when a seller wants a structured practice curriculum, when a manager wants a rep to develop SPIN questioning skills without blowing key accounts, when someone asks 'how do I actually use Implication Questions in real calls?', when a rep is struggling to apply SPIN because it feels unnatural, when someone wants to build muscle memory for Problem or Need-payoff questions, or when a seller wants to know which accounts are safe to practice on. This skill applies Rackham's Four Golden Rules for skill learning — one behavior at a time, try it 3 times before judging, quantity before quality, safe situations first — plus a 4-step SPIN learning sequence, to build a personalized schedule calibrated to the user's current level and actual account portfolio. The output is a dated multi-week plan that names specific behaviors to practice in specific practice windows, not a feature list. A baseline LLM will produce tips ('read the book', 'practice in real calls', 'get feedback') — this skill produces a practice curriculum.