Jorge
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
Tanner conducted a discovery call with Jorge, a restaurant employee, about Shipday's delivery management service. Jorge expressed frustration with Toast's current delivery solution through DoorDash/Uber, citing driver delays and customer complaints. Tanner demonstrated Shipday's features including live tracking, driver blacklisting, and refund handling, proposing a 2-week trial at $159/month.
Coaching Moments
Should have qualified Jorge's decision-making authority earlier and insisted on owner participation
Need to clearly understand current Toast pricing structure before positioning value
More trial closes throughout the call to gauge buying temperature
Pain Points Identified
Drivers take too long to arrive for pickup
“we're having a problem with them because sometimes they take too much to come for the food”
Customers claim they never received orders that drivers marked as delivered
“sometimes they pick the order and they take it. They deliver, but the customer always call and saying that they never received the order”
Lack of visibility into driver location and status
“we need to contact like support, Uber or DoorDash support to see if the driver's on his way or something”
Objections Handled
Same driver pool as current solution
Low volume of direct orders through Toast
Pricing confusion about delivery fees
Sentiment Trajectory
Transcript
Okay, man, can I leave Jorge with you?
I just need to call the other business.
Is that okay?
Absolutely, yeah.
All right, thanks, man.
Yep, thank you.
Okay, the owner, he just left, but he said I can leave with you guys.
Okay, yeah, no worries at all.
John just left, so it's just you.
But yeah, so I'm not sure how much you know about Shipday, but today I really just want to talk to you about what you're currently using.