James Esposito and Dylan Phillips
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
Dylan successfully closed a deal with James, a 4-location restaurant owner, for Shipday's hybrid delivery solution. James signed up for one burrito location as a pilot, with $159/month subscription, 20% multi-location discount, and $300 in credits.
Coaching Moments
Ask more quantifying questions about current delivery volume and revenue to build stronger ROI case
Dig deeper into the struggling location's specific challenges before positioning solution
Pain Points Identified
Limited delivery radius with current drivers, missing potential revenue from customers 3+ miles away
“Three miles and under go to your in-house driver”
Struggling new burrito location with landlord rent issues
“I have a new burrito location that's literally struggling. I'm like, you know, went to the landlord. I can't pay you rent”
Geographic limitations due to ocean proximity reducing delivery area
“I'm a quarter of a mile from the ocean... you go east, I think I'm a half a mile, and then there's nothing”
Objections Handled
Concern about expanding delivery radius due to ocean proximity limiting coverage
Uncertainty about which location to start with
Sentiment Trajectory
Transcript
Three miles and under go to your in-house driver.
So they'll come in, they'll automatically assign to their phones, and then we can have the radius expanded to 10 miles and say everything from 3.1 to 10 goes to third party automatically.
So when orders come in within the three miles, it'll send to your drivers.
When it comes in for third party, it'll send it to them.
So you can still get the orders from the distance and still keep your drivers happy.
You can even put an extra rule in there that says, you know, any order with a $30 tip or higher, no matter the distance, goes to my drivers first.
If they can take it, great.
If they can't, they decline it, it'll go to third party automatically.
So we built for hybrid pizza restaurants.
Gotcha.