Ryan of Speckled Hen Demo

taylor.bourne@shipday.com•March 4, 2026

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Scorecard

7.2

Discovery

6.8

Closing

7.5

Objections

7.1

Overall

Conversation Metrics

—

Talk/Listen Ratio

Ideal: 40-60%

—

Questions Asked

Ideal: 10+

—

Longest Monologue

Ideal: <2 min

—

Filler Words

Ideal: <10

40m

Duration

AI Coaching Summary

Taylor from Shipday demoed their delivery management platform to Ryan from Speckled Hen Cafe, explaining how it enhances Toast Delivery with tracking, extended radius, and better driver routing. The prospect showed interest but needs to discuss with his team and clarify existing Toast costs.

Coaching Moments

Use more trial closes throughout discovery and demo phases

Create stronger business urgency around current Toast Delivery limitations

Lead with value before introducing price, use clearer ROI calculation

Pain Points Identified

Toast Delivery lacks customer tracking and updates, creating poor delivery experience

“if a customer orders internally right now, they won't know where the order is. It'll just say order approved, and then it'll say order delivered”

Limited delivery radius with current Toast setup

“it only goes five miles. It's a five-mile radius, maybe five to seven, but you get a full 10 miles with us”

Confusion about existing Toast Delivery setup - implemented without their knowledge

“we didn't even know that Toast Delivery service was its own thing”

Objections Handled

needNeeds Work

Need to understand current Toast costs and setup

authorityNeeds Work

Need team discussion before deciding

Sentiment Trajectory

Transcript

discoverydemopricingobjectionclosingvalue discussion

Dylan Kelley00:00:00

So just the speckledhencafe has just one location.

Dylan Kelley00:00:02

We do have another restaurant, but we're not currently doing toast delivery services there.

Dylan Kelley00:00:09

Okay.

Dylan Kelley00:00:10

However, it is something that we kind of wanted to trial it here.

Dylan Kelley00:00:14

And if it goes well, we looked at it at the other location as well.

Dylan Kelley00:00:18

Yeah, of course.

Taylor Bourne00:00:18

We do have some like multi-location deals.

Taylor Bourne00:00:21

So I just wanted to ask you that before I got talking about pricing and stuff.

Taylor Bourne00:00:24

That way, if you want to start both during the trial period or during, you know, all of that, it may be a bit easier to get extra cash.

Taylor Bourne00:00:30

And then if it doesn't work out, you can always take it off.