Steve and Anthony
Scorecard
Discovery
Closing
Objections
Overall
Conversation Metrics
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Talk/Listen Ratio
Ideal: 40-60%
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Questions Asked
Ideal: 10+
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Longest Monologue
Ideal: <2 min
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Filler Words
Ideal: <10
19m
Duration
AI Coaching Summary
Anthony from Shipday pitched Steve on their delivery management solution that integrates with Toast POS to bypass high commission fees from DoorDash/Grubhub. Steve showed interest but wants to consult with his IT person and check references from local restaurants before making a decision in a couple weeks.
Coaching Moments
Ask for exact dollar amounts lost to commissions monthly, not just order volume
Discover who else is involved in purchasing decisions and their concerns
Calculate specific monthly savings and tie to business goals or cash flow needs
Ask qualifying questions about what needs to happen in those 2 weeks, offer specific next steps
Pain Points Identified
Paying 20-30% commission fees to DoorDash and Grubhub
“we don't have to pay the 20% to 30% that's there, but most of the customers around here are used to ordering DoorDash”
Limited delivery radius with third-party platforms
“DoorDash and Grubhub only go up to... I believe five miles”
Lack of customer data ownership
“DoorDash and Grubhub, they hoard all of those, like the customer data, like they don't give you the phone number”
Objections Handled
How to get customers to switch from DoorDash to Toast ordering
Sentiment Trajectory
Transcript
Hey Steve, how's it going man?
Good, how are you?
Good, and you don't have to have the camera on too, feel free.
I don't even know how to turn it off.
Fair enough, man.
I appreciate you hopping in here and taking a minute.
Um, did Cecil explain kind of like what we do over here for you, or what did she kind of explain to you?
Um, I've, I've, I've got what you're wanting to do is just use the Toast system and, and bypass the fees from, what would it be, DoorDash and stuff like that.
Cool.
So yeah, she did give you kind of like a high, I guess like a quick little overview.