# Sales tone: gentle, balanced or proactive

_AI Brain · 4 min read · Updated 2026-10-23 · https://lanachat.ai/guides/sales-tone/_

If she sells too much or not enough, two places of the AI Brain decide it. The **Sales tone** tab sets how flirty and how sales-driven her wording sounds; the **Conversation** tab sets when she may bring up an offer and how much space she leaves between two offers.

## Pick a tone

1. Open **AI Brain** and pick the brain.
2. Click the **Sales tone** tab.
3. Pick a style:
   - **Gentle**, conversation first: Flirt tendency 20%, Sales tendency 15%.
   - **Balanced**, a natural mix: 45% and 30%.
   - **Proactive**, more sales emphasis: 70% and 55%.
4. Fine-tune with the two sliders, from 0 to 100%:
   - **Flirt tendency**: more flirtatious wording when the conversation allows it.
   - **Sales tendency**: more commercial wording when an offer is allowed.
5. Press **Save tone preferences**. The tab then says **Custom tone** instead of **No added guidance**.

**Clear tone preferences** removes your choice and goes back to no added guidance. Save or clear before you switch to another tab: the Console asks you to.

> Note: These percentages guide wording. They are not message quotas, and they do not set offer timing or prices. A 0% sales tendency does not stop scripted sales: a script that starts still runs its paid steps.

## Space out the offers

When to offer is set on the **Conversation** tab, in **When should it move toward a sale?**. This part is available with the conversation mode **Natural + contextual sales**.

1. Click the **Conversation** tab and pick **Natural + contextual sales**.
2. Under **Offer pacing**, pick one:
   - **Patient**: wait for stronger interest, leave more space, and stop after two offers without a confirmed purchase.
   - **Balanced**: wait for clear interest and leave room between offers.
   - **Earlier opportunities**: allow an extra sales opportunity sooner when interest is present.
3. To set each number yourself, open **Adjust the sales conditions**:
   - **Interested fan replies before an offer** (1 to 15). Short one-word replies are not counted.
   - **Interest level required**: 1 some interest, 2 clear interest, 3 strong interest.
   - **Fan replies between two offers** (0 to 40).
   - **Offers without a confirmed purchase** (1 to 8): offers left unanswered or declined.
4. **Let clear interest in content open a sales opportunity** lets a fan's own request start a sale. A compliment alone does not confirm a purchase.

These limits can make the existing sales flow stricter; they never bypass it. Your scripts, refusal and payment rules still apply.

> Tip: Change one thing at a time, then chat in the [Playground](https://lanachat.ai/guides/playground/) on a creator linked to this brain. With **A/B test** on, you can compare two brains side by side on the same messages.

## Which one to change

- **She sounds pushy in her words**: lower **Sales tendency**, or pick **Gentle**.
- **She offers too often**: raise **Fan replies between two offers**, or pick **Patient**.
- **She offers too early**: raise **Interested fan replies before an offer** or the **Interest level required**.
- **She never offers**: check that a script can start (the **Scripts** tab, see [Scripts vs. AI](https://lanachat.ai/guides/scripts-vs-ai/)), then try **Earlier opportunities**.

## Discounts

On the same Conversation tab, **Set a discount ceiling** caps the promotions your scripts already allow, from 0 to 60%. It does not create offers or change base prices.

## Related

- [Sales phases (discovery → closing)](https://lanachat.ai/guides/sales-phases/)
- [Scripts vs. AI: when the bot follows a script](https://lanachat.ai/guides/scripts-vs-ai/)
- [KYC and objections](https://lanachat.ai/guides/kyc-and-objections/)
- [Playground: test a conversation safely](https://lanachat.ai/guides/playground/)