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📘 Help Doc: Mastering Level 3 Conversations in Your Sales Calls

Level 3 Conversations are the foundation of an effective and emotionally connected sales conversation. They help you move beyond surface-level goals to uncover the deeper emotional and identity-driven motivations behind a prospect’s decision to take action. This help doc explains what Level 3 Conversations are, why they matter, and how to implement them within your AI Sales Database to dynamically adapt to different personalities and prospect responses.

🔍 What Are Level 1, 2, and 3 Conversations?

🔹 Level 1 – Surface-Level / Logic-Based

The “what” of the conversation.

Example: “I want to lose 15 pounds.”

🔸 AI Database Action:

  • Tag this as Level 1

  • Auto-classify common surface responses (goals, interests, features)

🔹 Level 2 – Emotion-Based / Action Motivation

The “why” behind the goal.

Example: “I want to feel the energy I had in my 20s.”

🔸 AI Database Action:

  • Store emotion-trigger questions (e.g., “What made this important now?”)

  • Link motivators to specific life experiences or desires (e.g., family, confidence)

🔹 Level 3 – Identity & Transformation

The “who” they want to become or reclaim.

Example: “I want to be a better parent.”

🔸 AI Database Action:

  • Create identity-based prompt variations

  • Store real call excerpts for coaching/review

  • Link to the Transformational Identity tag for each persona type

🧰 Key Tools for Getting to Level 3

🔸 Prompt Variations Library

Because repetition can feel robotic, your AI tool should include 5+ ways to ask the same question to dig deeper, such as:

  • “What makes that important to you?”

  • “What led you to want to work on this now?”

  • “How would that impact your life?”

  • “What would it mean to finally achieve that?”

  • “Why now and not later?”

➡️ AI Database Setup:

  • Add prompt group: Level 2 → Level 3 Prompt Set

  • Label by tone: casual, compassionate, direct

  • Train AI to suggest prompts based on emotional tone/responsiveness

🧠 When to Use This Tool in the Sales Process

Level 3 Conversations should be used early, during the discovery of the negative situation. Do not move to solution or goal setting until this layer has been fully explored.

🔸 Checklist Before Moving Forward:

  • Do I know the goal? (Level 1)

  • Do I understand the motivation? (Level 2)

  • Have they shared how it affects their identity? (Level 3)

📊 How to Track in the AI Database

  • Use the Conversation Depth Tag on call transcripts (Level 1, 2, 3)

  • Let the AI recommend missing depth if only Level 1/2 is reached

  • Auto-highlight moments when the prospect shares identity-related motivations

💡 Best Practices

  • Don’t rush it. Level 3 requires trust.

  • Use different tones. Direct doesn’t always work; try empathy.

  • Rephrase, don’t repeat. Ask the same question differently until it lands.

  • Coach through transcripts. Tag missed opportunities to go deeper.

🔗 What’s Next?

Level 3 lays the foundation for what’s to come. After establishing identity-driven motivation, you’ll move into expanding the pain, covered in the next training module.

Need prompt examples? View the full library here:
👉 Identity-Based Prompt Generator

Want real call examples? Visit:
👉 Sales Call Breakdown Hub