Understanding the chips

Three kinds of suggestion chips appear during your call.

Technique (neutral)

A rapport or negotiation move. Things like:

• “Mirror: ‘costs going up?’” — repeat the last few words of what the prospect said as a question.
• “Label: ‘It sounds like renewal season is stressful.’” — name the emotion or situation.
• “Calibrated question: ‘How would that look for your team?’” — open-ended, no yes/no.

These are never urgent. Use them if they fit, skip if they don’t.

Blue (coaching)

A next step or question to consider. Things like:

• “Try: What would make this decision easier for you?”
• “Ask about employee count before presenting.”
• “They named cost. Tie the next benefit to cost.”

Blue chips are gentle nudges — take them or leave them.

Red (correction)

Something to swap or reconsider. Things like:

• “Swap ‘free’ → ‘net-zero cost’”
• “Don’t say ‘guaranteed’ on savings figures.”

Red chips are short on purpose. No lecture, no explanation mid-call. After the call, you can review the session and see why each red chip fired — the post-call review tells the full story.

What counts as “following” a chip

There’s no scorecard. The coach doesn’t grade you on whether you used each chip. Managers can see which chips appeared, but the measure of a good call isn’t chip compliance — it’s whether you had a real conversation and moved toward the right outcome.

If a chip doesn’t fit the moment, ignore it. If one does, use your own words — don’t read the chip out loud.