Sales Playbooks (Intent-Based)

Behavioral Science driven actions — what to do, when to do, and what to avoid
Lead Intent Score Buyer Mindset Behavior Signals AI Recommendation Sales Playbook
Amit Shah 92 – Very High Ready to decide Asked price
Replied in 1 min
Late-night inquiry 		Immediate Call Call within 5 minutes
Keep call short & confident
Close decision today
Do NOT send long PDFs
Neha Kulkarni 78 – High Comparing options Asked about trial
Viewed features page
WhatsApp replies 		WhatsApp + Schedule Call Share demo link
Ask for preferred time
Highlight differentiation
Do NOT push discounts
Riya Patil 54 – Medium Exploring “Send details”
Slow replies
Website visits 		Educate & Observe Send short overview
No calls yet
Wait for engagement
Do NOT pressure
John Smith 28 – Low Just curious One-word replies
Long silence
No clicks 		Nurture Only Weekly light content
Stay remembered
Zero manual follow-up
Do NOT call
Behavioral Rule:
High intent + delay = lost emotion → competitor wins.
Low intent + pressure = trust damage.