# Sales phases (discovery → closing)

_AI Brain · 2 min read · Updated 2026-10-08 · https://lanachat.ai/guides/sales-phases/_

A good conversation moves from getting to know the fan to a sale, then keeps him coming back. You don't draw these phases by hand: each tab of the AI Brain controls one part of the path.

## The path of a conversation

1. **Welcome and discovery.** She gets to know the fan. The **KYC** tab sets which questions she asks, and in what order.
2. **Connection.** She builds rapport using her persona: her voice, her memories, her boundaries.
3. **Transition to a sale.** The **Sales tone** tab sets how soon and how often she steers towards content. The **Conversation** tab decides whether clear interest from the fan can open a sale on its own.
4. **The sale.** A script starts and sends its steps, with media and prices. The **Scripts** tab decides which script can start, when, and with which offers.
5. **Closing and objections.** If the fan hesitates, the **Objections** tab picks the answer. On a paid step, closing triggers such as "Payment received", "Too expensive" or "Explicit refusal" decide what she does next.
6. **After the sale.** **Follow-ups** bring back fans who went quiet or didn't open a media.

## Sales tone in practice

- Pick a preset: **Gentle**, **Balanced** or **Proactive**.
- Fine-tune **Flirt tendency** and **Sales tendency**. These are tendencies, not quotas.

> Note: A 0% sales tendency does not stop scripted sales. A script that starts still runs its paid steps.

## Leads

In **General**, two lead agents sort fans for you:

- **Timewaster** spots fans who negotiate again and again (you choose after how many attempts).
- **Qualifier** spots fans who can pay, from a declared budget, a clear statement of means or verified purchases. A job title alone is not enough.

Each agent adds the fans it finds to a fan list you can use in [Fans](https://lanachat.ai/guides/fans/) and Message+.

## Related

- [KYC and objections](https://lanachat.ai/guides/kyc-and-objections/)
- [Scripts vs. AI: when the bot follows a script](https://lanachat.ai/guides/scripts-vs-ai/)