{"id":"sales-discovery-recap-what-we-heard","audience":"sales","category":"sales-work","technique":"grounding","track":"sales","level":"intermediate","title":"Send a \"what we heard\" email using the buyer's own words only","free":false,"task":"Write a discovery recap email to Marlon Reyes. Plain text under 120 words, starting \"Hi Marlon,\". List exactly 3 needs as dash bullets, each using the buyer's own phrasing from the call notes (no solution language and no product features). End with one question asking him to correct anything we got wrong. Do not mention price, a proposal or timeline commitments from our side.","materialLabel":"Discovery call notes (attached to your prompt automatically)","material":"Call: Nov 4 2026, rep Beth Kane with Marlon Reyes, general manager at Sunbelt HVAC Services (32 techs).\n\nMarlon's words (verbatim from notes):\n- \"Our dispatchers are on the phone all day and still double-book techs.\"\n- \"I can't see which jobs are running late until the customer calls me.\"\n- \"Techs fill out paper tickets and the office re-types them, usually a day or two later.\"\n- \"Invoices go out late because of the re-typing.\" \n\nBeth's own thoughts (not Marlon's): mobile app would solve 1 and 3; GPS tracking could help; Marlon seemed price-sensitive; should propose the Pro plan at $11,400/year.\n\nTimeline Marlon mentioned: wants something running before the busy winter season starts in December.\n\nOur product: Fieldline, dispatch and ticketing software.","rules":[{"type":"plainText"},{"type":"maxWords","max":120}],"mistakes":[{"title":"Slipping in solutions","why":"The AI adds 'our mobile app will fix this'.","fix":"Add: \"No solution language or features.\"","checks":["r1"]},{"title":"Mentioning price","why":"The AI includes the $11,400 plan.","fix":"Add: \"Do not mention price or a proposal.\"","checks":["r2"]},{"title":"Paraphrasing away his words","why":"The AI rewrites needs in marketing language.","fix":"Add: \"Use the buyer's own phrasing.\"","checks":["r1"]},{"title":"Wrong structure","why":"The AI writes long paragraphs.","fix":"Add: \"Exactly 3 dash bullets, plain text, under 120 words.\"","checks":["r0","plainText","maxWords"]}],"promptHints":[{"label":"Sets the opener","patterns":["hi marlon"]},{"label":"Fixes 3 bullets","patterns":["3 (dash )?bullets","three","exactly 3"]},{"label":"Uses his words","patterns":["own (words|phrasing)","verbatim","buyer.s"]},{"label":"Bans solutions and price","patterns":["no solution","no price","don.t mention"]},{"label":"Ends with a correction question","patterns":["correct","anything","question"]}],"hint":"Say whose words to use, what to exclude and how the email ends.","rubricLabels":["Starts with \"Hi Marlon,\" and lists exactly 3 dash bullets of needs","Bullets use Marlon's own phrasing (such as double-booked techs, not seeing late jobs, re-typing paper tickets), and no bullet mentions a feature, app or GPS tracking","Ends with one question asking him to correct anything missed, and does not mention price, the Pro plan, a proposal or a committed timeline"]}