Ana Subramaniam

Ask more quantifying questions about delivery volume and current costs

Connect business impact to timeline for decision making

Better understand decision-making process with brothers/partners

Ask more probing questions about current delivery volume, challenges, and costs before presenting solution

Identify decision maker and payment authority earlier in the call

Gather specific metrics about current delivery costs and customer complaints to build stronger ROI case

Develop a standard process for handling no-shows including immediate outreach attempts and rescheduling procedures

Ensure prospect confirmation before calls to reduce no-show rates

Create systematic follow-up cadence for no-shows with multiple touchpoints

Prepare case studies showing transition success rates and timeline to profitability

Use acknowledge-isolate-reframe method instead of pushing through objections

Ask about willingness to invest in customer transition before diving into demo

For future calls, ensure discovery happens before closing

Continue using strategic discounting when appropriate

Leverage geographic connections in future calls