| Category | Weight | Arthur Greenstein Call | Mike Tedesco Call | Commentary |
|---|---|---|---|---|
| Rapport & Credibility | 20% | 4 – Proficient Established trust and showed strong industry knowledge; prospect eventually opened up about challenges. | 4 – Proficient Built rapport quickly; industry credibility clear. | Rapport is consistently a strength; Leon connects easily and sounds credible. |
| Framing & Structure | 15% | 1 – Needs Major Improvement Intro lasted until 2:30; prospect explicitly said "I still don't understand." Visuals/qualifiers arrived too late. | 2 – Emerging Framing too slow; visuals shared at 22:43. | Biggest consistent weakness; Leon must deliver a clear 60-sec intro with visuals/qualifiers up front. |
| Objection Handling | 15% | 2 – Emerging Did not capitalize when prospect admitted "outgrown coaching." Defaulted to general talk. | 2 – Emerging Created needless objections around time; accepted "Shoot me an email." | Leon introduces or accepts objections instead of reframing them into closes. |
| Closing Sequence Discipline | 25% | 2 – Emerging Prospect gave a hard "Yes" for March but Leon deferred to email instead of securing deposit. | 2 – Emerging Prospect asked for the close, but Leon pivoted to small talk and avoided deposit ask. | Critical failure point in both calls: Leon doesn't convert "Yes" moments into card-in-hand closes. |
| Tone & Confidence | 15% | 2 – Emerging Apologetic when discussing time; lacked authority. | 2 – Emerging Closing tone sheepish, tentative. | Both calls show apologetic tone that undermines persuasion. |
| Urgency & Persuasion | 10% | 1 – Needs Major Improvement Allowed event logistics to dictate flow; no urgency. | 1 – Needs Major Improvement Accepted deferment; no push for same-call commitment. | Urgency is absent — Leon relies on prospect's timeline rather than creating action. |
This matrix makes it clear: Leon is stuck at Emerging in closing behaviors, which is where the revenue leakage occurs.