James Esposito
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
29m
Duration
AI Coaching Summary
Dylan Phillips demonstrated Shipday's delivery management platform to James Esposito, who owns 4 restaurant locations. James was interested in expanding delivery radius beyond current limitations and signed up for one burrito location to test the service.
Coaching Moments
Dig deeper into current delivery challenges and quantify lost revenue from radius limitations
Identify who else is involved in technology decisions across multiple locations
Tie solution to immediate business needs like the struggling location
Pain Points Identified
Limited delivery radius compared to competitors
“What I'm trying to do, I guess what caught my eye with you guys, is the distance, right? I think you guys go further than...”
Struggling burrito location requiring rent relief
“So I have a new burrito location that's literally struggling. I'm like, you know, went to the landlord. Lord, I can't pay you rent.”
Complex refund process with current system
“As far as the reviews go, when things do go wrong, right now, you have to make a phone call to DoorDash or Uber to get refunded”
Objections Handled
Concern about cost and ROI
Need for Toast Management Suite integration
Sentiment Trajectory
Transcript
Using, I guess, DoorDash drivers, $7 a pop, the customer pays the fee, and that's it.
What I'm trying to do, I guess what caught my eye with you guys, is the distance, right?
I think you guys go further than...
We do.
Okay.
Yep, we go an extra five miles.
Okay.
And the whole system itself is better overall.
So, I'll kind of show you, I'm going to go through top to bottom to show you how the tooling and everything works, okay?
Okay.