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 aligns its expectations to it and backs every sub-score with a line from the conversation.
Eight frameworks. One per training.
All eight are available in every training and can be switched per training.
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 a third-party vendor methodology. For more depth on aggregation, evidence and spread, see scoring methodologies.
Five dimensions, scored one by one.
No single blended grade. Every dimension is scored on its own and adapted 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 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 live in one single place in the product and go from there into every evaluation. Change them once and they change everywhere.