{"id":"sales-loss-note-facts-and-open-questions","audience":"sales","category":"sales-work","technique":"verification","track":"sales","level":"advanced","title":"Write a loss note that doesn't blame price without evidence","free":false,"task":"Write a loss note for the VP with three plain-text headings on their own lines: Confirmed, Not confirmed, Questions to ask the buyer. Put under Confirmed only what the buyer said or a document shows. Put the rep's theories under Not confirmed. Under Questions, write exactly 3 neutral questions. Do not say price caused the loss unless the buyer said so. Under 170 words.","materialLabel":"Rep's loss summary and evidence (attached to your prompt automatically)","material":"LOST: Marigold Home Health, $38,000/year. AE: Tessa. Decision date: Nov 3.\n\nBuyer email (Nov 3, from the office manager, Joy Pace): \"We've decided to go with another vendor. Thanks for your time.\" No reason given.\n\nCRM facts:\n- Our quote: $38,000. A competitor's quote was not seen.\n- The proposal was sent Oct 6; buyer asked for a mobile-app demo on Oct 14; demo delivered Oct 21 (the sales engineer said the Android app had a login bug during the demo).\n- Joy never introduced the agency owner; no meeting with owner Gil Hart took place.\n\nTessa's theories: \"I think price was the issue. They're a small agency.\" \"I bet it was the Android bug.\" \"Joy probably doesn't have authority.\"\n\nPolicy: loss notes may not state a loss reason as fact unless the buyer gave it.","rules":[{"type":"plainText"},{"type":"maxWords","max":170}],"mistakes":[{"title":"Stating price as the cause","why":"The AI writes 'lost on price'.","fix":"Add: \"Do not state a loss reason unless the buyer gave it.\"","checks":["r1"]},{"title":"Mixing theories into Confirmed","why":"The AI lists the rep's guesses as facts.","fix":"Add: \"Rep theories go under Not confirmed.\"","checks":["r2"]},{"title":"Leading questions","why":"The AI asks 'Was our price too high?'","fix":"Add: \"Exactly 3 neutral questions that don't suggest an answer.\"","checks":["r2"]},{"title":"Wrong structure","why":"The AI adds bold, bullets and a summary.","fix":"Add: \"Three plain-text headings on their own lines.\"","checks":["r0","plainText","maxWords"]}],"promptHints":[{"label":"Names the three headings","patterns":["confirmed","not confirmed","questions"]},{"label":"Defines Confirmed","patterns":["buyer said","document","only"]},{"label":"Routes theories","patterns":["theor","rep.s"]},{"label":"Requires neutral questions","patterns":["neutral","3 questions","exactly 3"]},{"label":"Bans causal claims","patterns":["price caused","don.t say","as fact"]}],"hint":"Define what belongs under Confirmed and where the rep's theories go.","rubricLabels":["Uses exactly the three headings Confirmed, Not confirmed, Questions to ask the buyer, each on its own line, in that order","Confirmed contains only the buyer's decision email, the $38,000 quote, the Oct 21 demo with the Android login bug, and no meeting with the owner, and does not list price as the reason","Not confirmed holds Tessa's theories (price, the bug, Joy's authority) and Questions has exactly 3 neutral questions that do not suggest an answer"]}