Coaching Tool · Menu-Sales Call Review
Menu-Sales Scorecard
Use this when reviewing a menu-presentation call (live or recorded). 1–5 scale across the full menu workflow — from CDK setup through follow-up. Total updates automatically.
How to use: Listen to or sit in on a menu-presentation call. Score each category. Use notes for specific quotes from the call. Review with the advisor within 48 hours.
Menu-Sales Categories
1. CDK Menu Built Before Call
Menu was built in CDK with Good/Better/Best tiers BEFORE the customer call started
2. Tier Logic
Good = safety-critical only · Better = Good + yellow items · Best = Better + preventive · No padding
3. Confirmed Video Was Watched
Asked if the inspection video came through and if customer had a chance to look
4. Headline Before Menu
Recapped the main finding before launching into the three options
5. Menu Delivery — Natural, Not Scripted
Conversational pace, plain English, rounded prices, no flat reading, no jargon
6. Sequencing Match
Sequence (Good→Better→Best vs Best→Better→Good) matched the customer's signals
7. Pause + Open-Ended Ask
2-second pause after all three tiers; asked "which one works for you?" — not yes/no
8. Preventive Maintenance Framing
For PM items: used cheap-insurance math (today's $ vs downstream $), not "manufacturer recommends" or fear
9. Objection Handling
Used LARR on any pushback; customized live for partial-tier requests; respected the customer's final choice
10. Documentation & Follow-up
Declined Repair Ops created in CDK; SDL notes updated; follow-up scheduled if no decision today
Total Score
0 / 50
Coaching Notes
Scoring guide: 5 = excellent, coach others · 4 = strong, minor opportunities · 3 = meets standard ·
2 = below standard, needs coaching · 1 = not meeting expectations