What you are scored on
is settled beforehand.
A conversation is not graded on gut feeling. You pick the scoring framework up front. The evaluation follows it and backs every sub-score with a line from the conversation.
Eight frameworks. One per training session.
All eight are available unless your team has set a policy, and you can switch per session. Teams can add their own frameworks in Studio.
Discovery Questioning Method with Qualification Framework
defaultThe default framework. Structured discovery questions plus qualification of buyer, criteria and process in one pass. Fits most first conversations.
Qualification Framework
For deals with many stakeholders: quantified pain, economic buyer, decision criteria, decision process, internal champion.
Budget & Decision Check
Fast qualification: budget, authority, need, timeline. A good fit for short first contacts.
Discovery Questioning Method
Questioning technique only: situation, problem, implication, payoff. Rewards asking over pitching.
Pain-First Method
Pain before solution: surface genuine worries early, agree up front on what happens next, give no unpaid consulting.
Closing Mindset
Commitment: a clear yes-or-no path, consistent objection handling, no stalling.
Teach & Lead
A fresh view of the buyer’s business, tailored to their economic driver, steered with confidence.
Core-Need Method
Depth instead of symptoms: core need, economic impact, access to the real decision maker, a justified timeline.
The names are deliberately neutral: sip.coach scores against these frameworks, not against another vendor’s methodology. How the sub-scores become the overall score, with evidence and spread, is explained under scoring methodologies.
Five dimensions, scored one by one.
No blended grade. Every dimension is scored on its own and adjusted to the chosen framework.
Needs analysis
Are the right questions asked before anything is sold?
Objection handling
Is an objection picked up and resolved — or stepped over?
Value selling
Is value framed from the buyer’s angle instead of as a feature list?
Closing strength
Does commitment emerge, with an agreed next step?
Conversation control
Who leads: talk share, structure, composure at the awkward moments?
What a number means.
The same orientation bands apply to every evaluation: roleplay and real call, German and English.
- 30–45complete miss / no substance
- 55–67serviceable with clear gaps
- 68–80solid and competent
- 82–90strong
- 90–100excellent
The bands are a guide on a scale from 0 to 100, and a score can fall between two of them. A score below 30 only happens when a dimension does not come up in the conversation at all.