Luther of Ribs R Us and Dylan Phillips
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
38m
Duration
AI Coaching Summary
A 39-minute demo call where David presented Shipday's delivery management platform to Luther from Ribs R Us. Luther showed interest but ultimately declined to move forward immediately, preferring to research the company and verify with Toast first.
Coaching Moments
Dig deeper into current order volumes and pain points before launching into demo
Address the core concern about Toast order volume more directly with specific strategies
Use more trial closes throughout the demo to gauge interest and commitment
Pain Points Identified
Toast doesn't generate many direct orders - customers primarily use third-party platforms
“However, toast doesn't get many, many orders. That's because nobody is using toast. They're using DoorDash, Uber Eats, and Grubhub.”
Limited delivery radius with own drivers due to capacity constraints
“We only go so far. Otherwise, they're just doing too many deliveries.”
Paying 30% commission to third-party platforms
“Yeah, we mark up the price.”
Objections Handled
Toast doesn't generate enough orders to make the service worthwhile
Need to verify legitimacy with Toast and do research
Sentiment Trajectory
Transcript
Are you joining with the Shipday one?
know with the...
What's up, Carl?
What's Carl?
Thank you.
Thank you.
Hey, Luther, how are you doing?
I that you muted it, sir.
I don't know if you see a microphone at the bottom bar of the call.
You can click on it.