Settings to use
Open Settings, Agent tab. Set Industry to Custom and Personality to Direct: short and plain, and it gets to the question. Software buyers are busy and want the fastest path to a demo, and direct fits that.
None of the built-in industries is software. With Custom, the setter treats your questions and playbook as the source of truth, and on anything they do not cover it says it will check with the team instead of guessing.
Qualification questions
Paste these into Qualification questions, one per line. The setter asks one of these per conversation, the one it needs to book, then offers two times. A money question always comes last.
- What's the main problem you're trying to solve?
- How many people on your team would use this?
- What are you using today, if anything?
- How soon are you looking to get started?
Objection playbook
Paste these into Objection playbook and replace anything in square brackets. On a real objection the setter first asks one short question to find the actual reason, once per conversation. The next turn it answers from your entry in one sentence and offers two times again.
- Price: [Your pricing shape, e.g. Pricing depends on team size and plan]. The demo is where we walk through what fits and the exact number.
- Just want a price: [Your range, or: The range depends on team size]. The exact number is set on the demo.
- Does it do X: The rep confirms exact features on the demo. I don't want to guess by text.
- Comparing tools: The demo puts it side by side with what you use now.
- Discount: [Your discount policy, or: Discounts are discussed on the demo].
A sample thread
What a booked thread looks like with these settings. Each setter line goes out as its own text.
- Lead: hey saw the ad, does your tool integrate with our CRM?
- Setter: The rep confirms exact integrations on the demo
- Setter: What's the main problem you're trying to solve?
- Lead: our team is manually tracking leads in spreadsheets
- Setter: Tue 10am or Wed 3pm ET?
- Lead: how much does it cost
- Setter: Pricing depends on team size and plan
- Setter: The demo is where we walk through what fits and the exact number. Tue 10am or Wed 3pm ET?
- Lead: wed works
- Setter: Wed 3pm ET, locked in
- Setter: Who do I put it under?
- Lead: Alex
- Setter: Thanks Alex. What's a good email to shoot the invite to?
- Lead: alex@example.com
- Setter: I'll send the invite there. See you Wed
What to leave out
Three things to keep out of your questions and playbook.
- Pricing or discounts you have not written down. The setter quotes whatever your playbook says, nothing more.
- Feature promises. The setter never confirms a feature works a certain way unless your playbook says so; it leaves specifics for the demo.
- Trial terms or guarantees you have not written down. The setter does not invent them.
Questions people ask
- Will the setter quote my pricing?
- Only what you give it. Put your pricing shape in the playbook if you want it said by text. With none, it names what the price depends on and says the demo is where it gets set.
- Which Industry should a software company pick?
- Custom. None of the built-in industries is software. With Custom, your questions and playbook are the source of truth, and the setter checks with your team on anything they do not cover.