A sales playbook template that shows up on the call.
Most sales playbook templates are a document that gets written once, praised in a kickoff, and never opened again at 3pm on a Tuesday with a prospect talking. Copy the structure below — discovery, qualification, objections, follow-up. Then, if you want it in front of you while the call runs, Saley keeps the same sections on an overlay only you can see.
The structure
Seven blocks, and everything else is detail.
This is the outline Saley’s own Playbook captures, because it is the smallest set of facts that lets an assistant say something specific about your deal instead of something true about every deal.
- What you sell. The product or service, its category, and the one-line pitch you would give in an elevator that only goes up two floors.
- Value props. The differentiators you want to land, written as outcomes a buyer would repeat to their boss.
- Pricing and packaging. Real numbers, what each tier includes, and the discount you are allowed to give without asking anyone.
- ICP. Roles, company type, and the triggers that make now the right time — plus who you should be disqualifying.
- Competitors. Who you lose to, what they are genuinely good at, and the honest line you use when their name comes up.
- Objection to response pairs. The pushback you hear every week and the answer that has actually worked, in your words.
- Call goal. What a good call ends with: a booked demo, a qualified pass, a signed order form.
Section one
Discovery call playbook
A discovery call playbook is not a script. It is the handful of questions you refuse to leave the call without asking, plus the order that keeps them from sounding like an interrogation. Open on the trigger, get the current process in their words, then make the cost of doing nothing concrete before you say anything about your product.
Write your version once. Six questions is usually the ceiling — past that you are reading, not listening.
- What made you take this call this week rather than in three months?
- Walk me through how the team does this today, step by step.
- Where does that break, and who feels it first?
- What have you already tried, and what happened?
- If nothing changes, what does that cost you over a quarter?
- Who else lives with this problem day to day?
Doing the homework before the call is what makes the first question land. Prospect research and pre-call briefs
- Value props / differentiators
- ICP — who you sell to
- Objections & best responses
- Pricing & packaging
- Call goal / methodology
Section two
Qualification questions
Qualification questions exist to find the deals worth your Tuesday — and to disqualify the rest early enough that it does not hurt. Saley scores against BANT after the call, so this template uses the same four.
B — Budget
Is there money set aside for this, or would it come out of someone's discretionary line? What have you paid for tools like this before?
A — Authority
Who signs, who can veto, and who has to live with the decision? What did the last purchase like this have to clear?
N — Need
Which of the problems we discussed would you fix first, and what changes for you personally once it is fixed?
T — Timeline
What has to be true for this to be live by the date you mentioned? What is the first step on your side?
The post-call review marks each of Budget, Authority, Need, and Timeline covered or not, with an evidence quote from the transcript when the review returns one. Missing a letter is a finding, not a feeling. AI feedback and the 0–100 score
Section three
Objection-handling prompts
The objection handling section of a playbook is a set of objection to response pairs: the pushback you hear every week, and the move that has actually worked. Write the move, not a word-for-word rebuttal — the sentence you rehearsed never matches the sentence they said.
- “It is too expensive.” Ask what it is expensive relative to — a competing quote, a budget line, or doing nothing. Price the cost of the current process before you defend yours.
- “Send me some information.” Agree, then ask which decision the document has to help them make and who else will read it. Book the next call before you send anything.
- “We already use a competitor.” Ask what made them pick it and what they would change. Name the one thing your competitor does well before you say what you do differently.
- “Now is not the right time.” Find out whether the timing is a real constraint — a budget cycle, a migration — or a polite exit. Ask what would make it the right time.
- “I need to talk to my team.” Ask who is in the room, what they will push back on, and offer to join. A follow-up you are not in is a pitch you do not control.
Your pairs are the ones that matter. Saley draws its in-call suggestions from the pairs in your own Playbook. Live objection handling
Don’t email pricing cold. Ask what outcome they’d measure, then book the next call to walk it through.
Section four
Demo and follow-up checklist
Deals rarely die during the demo. They die in the week after it, in the gap between what was agreed and what was written down.
- The demo shows the two things they said hurt, in their words, before anything else.
- One question asked before the first click, so the demo stays a conversation.
- Pricing said out loud on the call, not deferred to an email.
- Every commitment written down as an action item with an owner and a date.
- The next meeting booked while both calendars are open.
- A recap sent the same day: what they said, what you agreed, what happens next.
Stopping the call in Saley gives you the best available immediate recap, up to three takeaways, and detected action items while the full review finishes — which covers most of the last two lines without you typing anything. Call recording without a meeting bot
Once the playbook is written, the next question is whether the call followed it. That is a scorecard’s job. Sales call scorecard template
Section five
How Saley helps during the live call
A sales call playbook only pays for itself if it is available while someone is talking. Saley captures your microphone and your Mac’s system audio as two separate channels rather than joining as a meeting bot, so any call you can hear on the Mac is one it can help with — Zoom, Google Meet, Microsoft Teams, a softphone, or a browser tab.
While the call runs, an always-on overlay carries the objection card, the painpoints detected so far, and a live YOU/THEM talk-ratio bar. Live Assist adds Next question, Catch up 60s, Summarize so far, and Action items, plus Ask Saley for a free-text question about whatever you just heard. Every answer is drawn from your Playbook, and eligible uploaded files stay indexed so an answer can cite the filename and a page number when one is returned.
After the call, the detailed review scores Discovery, Qualification, Value Delivery, Objection Handling, and Next Steps — the same sections as the template above — each with a written reason. Real-time sales coaching
Both windows request native macOS capture protection. Share the meeting window rather than your whole display, and verify the behavior in your call application before you present.
Scored against your playbook
- Discovery90
- Qualification74
- Value delivery85
- Objection handling80
- Next steps82
- BudgetNot raised on the call
- Authority“I'd loop in my VP”
- Need“notes are a mess”
- Timeline“next quarter”
Putting it to work
Three ways to use this, in order of effort.
Copy the outline
Take the seven blocks and the four sections into whatever document your team already uses. No form, no download, no email address.
Draft it from what you have
Point Saley at your website, a deck, or a one-pager and it drafts the Playbook for you to edit. Adding a source later only adds — it never rewrites what you wrote.
Rehearse it, then run it
Drill the objections on a call with a colleague and get the same prompts and the same score as a customer call. AI sales roleplay
Sales playbook template FAQ
What people ask about sales playbooks
What is a sales playbook template?
A sales playbook template is a reusable structure for how your team sells: what you sell, your value props, pricing, ICP, competitors, your objection to response pairs, and the goal of each call. The template is the skeleton; your answers are the playbook. It is worth writing because it turns whatever your best rep does instinctively into something the rest of the team can follow.
What should a sales playbook include?
At minimum: a discovery call playbook, qualification questions, objection handling prompts, and a demo and follow-up checklist. Saley captures the same seven blocks — what you sell, value props, pricing and packaging, ICP, competitors, objection to response pairs, and the call goal — because those are the pieces the assistant needs to say something specific rather than generic on a live call.
Is Saley a document template product?
No. Saley is a macOS AI sales call assistant. The Playbook lives inside the app and feeds the live coaching overlay and the post-call review, so the sections on this page are prompts you get during the conversation rather than a file you download and forget. If you only want a document, copy the structure from this page — it is free and there is no form.
Do I have to write the playbook from scratch?
No. Point Saley at sources you already have — a website URL, a PDF, a DOCX, a text or Markdown file, an image, or pasted text — and it drafts the Playbook for you to edit. Adding a source later only adds new information: it never silently deletes or rewords what you wrote, and contradictions are surfaced as conflicts for you to resolve.
How does the playbook show up during the call?
When an objection or a painpoint is detected, an objection card appears on an always-on overlay only you can see, drawn from your Playbook rather than a generic script. Live Assist adds Next question, Catch up 60s, Summarize so far, and Action items, plus Ask Saley for a free-text question about what you just heard.
Can a team share one playbook?
Team Scale and Team Unlimited include shared Playbooks and admin oversight, with prices listed on the pricing page. On an individual plan the Playbook is yours alone, and you can keep several named profiles with one active at a time — useful when you sell more than one thing.
Keep reading
The rest of the call
Get Saley
See the overlay on your own calls.
Start with the scripted walkthrough, then put the live overlay on your own calls. From $69/month.
No free tier · No trial · Billed today · Cancel anytime · macOS 13+ · Apple Silicon & Intel