Step 04 of 6 · Validate · Buyer Readiness Index™ # Buyer Readiness Index™ scores five readiness dimensions from what the buyer said and did. The Buyer Readiness Index™ is a post-call score of how ready a buyer is to move in a live sales call, not sales-rep readiness or mortgage pre-qualification. It rates five dimensions, Pain Recognition, Trust Formation, Problem Urgency, Solution Confidence and Commitment Behavior, each marked strong, weak or unproven from a verbatim quote. It runs after the call ends, scoring what Live Buyer-State Intelligence watched during it. Stage–Readiness Alignment, next, compares that score against where the deal sits in the CRM. [Start now with a PitchGenius plan](https://pitchgenius.ai/pricing) [Watch Demo](https://pitchgenius.ai/product-demo) [Revenue Leak Calculator](https://pitchgenius.ai/roi-calculator) The index, annotated ## Five dimensions of evidence show where the buyer stands. Each dimension carries the quote that earned its mark. Sample data · Buyer Readiness Index™ · Daniel Mercer · Vanishlink after today’s call ![Buyer Readiness Index on a live deal, scored At-Risk 65/100 with the blocking buyer objections quoted](https://pitchgenius.ai/assets/readiness-real-CsNhBnJw.jpeg) In practice ## What scoring on evidence looks like Readiness scores what this buyer did and said about this decision, and it makes no personality judgments. ### Strong looks like this "I’ve asked legal to pre-review the MSA." That action would satisfy a skeptic. ### Weak looks like this "This looks great." A compliment carries no evidence, so it does not score. ### Unproven means no evidence yet The dimension records the gap instead of guessing. How it comes together ## Each dimension gets its mark from a quote, and the five together place the deal in one of nine readiness states. 1. 01 ### The call what was said and done 2. 02 ### What the buyer did actions from the call 3. 03 ### Five dimensions scored strong, weak or unproven, each with evidence 4. 04 ### One readiness state where this decision stands Trust ## The five dimensions. Pain RecognitionTrust FormationProblem UrgencySolution ConfidenceCommitment Behavior STRONG FROM THE ACCOUNT > Champion brings the CFO unprompted. Source: The live moment ## Frequently asked questions ### 01What does the Buyer Readiness Index score? Five dimensions from the call, Pain Recognition, Trust Formation, Problem Urgency, Solution Confidence and Commitment Behavior, each marked strong, weak or unproven. ### 02What counts as strong evidence? An action a skeptic would accept, such as asking legal to pre-review the MSA, where a compliment like "this looks great" counts for nothing. Every dimension carries a verbatim quote from the transcript, and a quote that is not word for word from the call, or that another dimension already uses, is not accepted. ### 03Does the index score the buyer's personality? No. It scores what the buyer did and said on the call and never rates the buyer as a person. Readiness is based on what the buyer has done and what a skeptic would accept as evidence. ### 04When does the score land? After every call, using evidence from that call. ### 05What does each of the five dimensions ask? Pain Recognition asks whether the buyer names the problem in their own words. Trust Formation asks whether the buyer shows you the real problem. Problem Urgency asks whether the problem needs action now. Solution Confidence asks whether the buyer believes the solution can produce the outcome they want. Commitment Behavior asks whether the buyer takes the next step the deal needs. ### 06Is the overall score an average of the five dimensions? No. Pain Recognition and Trust Formation weigh the most, and the score drops hard only when one of those two is weak. A buyer with strong pain and trust but weak urgency and commitment still lands well past the early states. ### 07What happens when a call gives too little evidence? The dimension is left out. A short call or one without real signal returns only the dimensions it can quote, from one to five, and never a repeated or invented quote. ### 08What does a scored call look like? In the sample deal, the buyer says "Honestly the ramp thing is fair. I'm on more calls than I was a year ago, not fewer." Pain Recognition scores strong on that quote. He also says "It's not on fire. It's just the thing I keep meaning to fix." Problem Urgency stays unproven, and the call lands in the stakeholder validation needed state with the unsigned stakeholder as the primary blocker. ### 09What are the buyer readiness stages? PitchGenius reports readiness as one of nine states after each call: Unaware, Problem-aware, Diagnosis-aligned, Solution-curious, Solution-confident, Needs stakeholder validation, Commercially ready and Commit-ready, plus the cross-cutting At risk. A state is earned only from what the buyer demonstrated on the call, and Stage–Readiness Alignment then compares it with the CRM stage. [Stage–Readiness Alignment, the next step in the loop](https://pitchgenius.ai/learn/stage-readiness-alignment) ### 10Is there an AI that can analyze sales calls? Yes. After each call PitchGenius turns the transcript into a readiness score from 0 to 100, one of nine states, five dimensions each backed by a verbatim quote, and two blockers with the evidence and the next action. The Manager Coaching Report shows how a manager reads those calls across a rep’s week. [The Manager Coaching Report](https://pitchgenius.ai/learn/manager-coaching-report) See it on a sample deal ## Readiness is based on what the buyer has done and what a skeptic would accept as evidence. The score lands after every call, from that call’s own transcript. [Start now with a PitchGenius plan](https://pitchgenius.ai/pricing) [Watch Demo](https://pitchgenius.ai/product-demo) [Revenue Leak Calculator](https://pitchgenius.ai/roi-calculator) Keep exploring ## The six steps, end to end. Step 01 · Understand ### [Pre-Call Buyer Intelligence™](https://pitchgenius.ai/learn/pre-call-buyer-intelligence) A confidence-ranked brief on one buyer, short enough to read in the ninety seconds before the call. [Learn more about Pre-Call Buyer Intelligence™](https://pitchgenius.ai/learn/pre-call-buyer-intelligence) Step 02 · Prepare ### [Buyer's Blueprint™](https://pitchgenius.ai/learn/buyer-blueprint) A plan for how this call opens, built from your methodology and the pre-call evidence. [Learn more about Buyer's Blueprint™](https://pitchgenius.ai/learn/buyer-blueprint) Step 03 · Observe ### [Live Buyer-State Intelligence™](https://pitchgenius.ai/learn/live-buyer-state) A quiet cue with its reasoning, shown only when the buyer's signal changes during the call. [Learn more about Live Buyer-State Intelligence™](https://pitchgenius.ai/learn/live-buyer-state) Step 04 · Validate ### Buyer Readiness Index™ Five readiness dimensions scored after the call, each backed by something the buyer said or did. You are here Step 05 · Adjust ### [Stage–Readiness Alignment](https://pitchgenius.ai/learn/stage-readiness-alignment) Where a deal sits in your CRM, set against what the buyer has proved. [Learn more about Stage–Readiness Alignment](https://pitchgenius.ai/learn/stage-readiness-alignment) Step 06 · Learn ### [Manager Coaching Report™](https://pitchgenius.ai/learn/manager-coaching-report) A rep's week of calls reduced to the one skill to coach next. [Learn more about Manager Coaching Report™](https://pitchgenius.ai/learn/manager-coaching-report) [ Previous ← Live Buyer-State Intelligence™](https://pitchgenius.ai/learn/live-buyer-state) [ Next Stage–Readiness Alignment →](https://pitchgenius.ai/learn/stage-readiness-alignment)