Carlos
Scorecard
Discovery
Closing
Objections
Overall
Conversation Metrics
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Talk/Listen Ratio
Ideal: 40-60%
—
Questions Asked
Ideal: 10+
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Longest Monologue
Ideal: <2 min
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Filler Words
Ideal: <10
25m
Duration
AI Coaching Summary
Anthony presented Shipday's delivery management platform to Carlos, a franchise representative. The call focused on demonstrating features like branded tracking, review management, AI receptionist, and SMS marketing, with pricing ranging from $99-$349/month.
Coaching Moments
Ask more qualifying questions about current pain points, decision timeline, and stakeholder involvement before diving into demo
Use more check-ins during demo to gauge interest and test for commitment
Calculate specific savings based on current commission rates rather than generic ranges
Pain Points Identified
High third-party delivery commissions
“every time somebody orders directly through your Toast, you guys pay 0% commission”
Customer service burden from delivery calls
“do see a reduction in about anywhere between, you know, usually 30% to 60% reduced calls to the staff”
Sentiment Trajectory
Transcript
Let me know when you're ready and we can get started.
I believe I'm ready.
Okay, sweet.
I know that Grace reached out to you, so before I of jump into everything, I do want to ask you kind of what she told you we do over here at Shipday with Toast, just so I kind of know what you know.
I honestly couldn't really understand much on the phone.
Okay, not a problem.
So basically what's happening is Toast is teaming up with us over here at Shipday to help with your guys' direct online ordering.
We want to get more orders going through your direct online system versus like third parties like Uber and DoorDash that charge you that commission.
Because every time somebody orders directly through your Toast, you guys pay 0% commission, and then your customers also get a better rate for delivery.
So it's a win-win there.