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Rookie
0 total points · High score 0
Score points on the door to rank up.
The sales career ladder
How you get scored
100 points across the five phases Equip trains on, each a stage of the Equip Conversation Flow. The whole game: build internal tension with questions, never external pressure with a pitch. BAMFAM rules apply: leave with a flat no, a signed deal, or a specific appointment with a date, time, and purpose. Nothing in between.
Opening and gatekeeper
15 pts. Connection. Disarm, do not alarm. Get to the decision maker with respect, no eager fees pitch.
Discovery funnel
20 pts. Engagement. Situation, problem awareness, solution awareness, consequence. Open the gap: results they get now vs results they want. Rates are a symptom.
Value and match
20 pts. Transition + present by not presenting. Echo their words. Right program, no platform dumping.
Objection overturns
25 pts. Probe with a question before you answer. Smokescreen or condition? Never argue.
The close
20 pts. Commitment. Let them commit with a question, then lock BAMFAM.
The big three problems (and our answers)
Nearly every restaurant has at least one of these. Find the one that actually hurts this owner, build the gap around it, then match the answer to it. Never dump all three at once.
1. Credit card fees
Their pain: thousands a month handed over just to take cards, and it keeps creeping up.
Our answer: we eliminate processing fees for the restaurant by baking them into what the customer pays (4% dual pricing / the advantage program).
Our answer: we eliminate processing fees for the restaurant by baking them into what the customer pays (4% dual pricing / the advantage program).
2. International customer service
Their pain: it goes down mid-rush and they get an overseas call center, endless hold, someone they can't understand who can't fix it.
Our answer: we're local support who actually show up, plus a 24/7 hotline that's the best in the industry with people you can actually understand.
Our answer: we're local support who actually show up, plus a 24/7 hotline that's the best in the industry with people you can actually understand.
3. A POS not built for restaurants
Their pain: a generic system bolted onto a restaurant that fights the staff during service (modifiers, coursing, splitting checks, tips).
Our answer: Shift4 Dine is made specifically FOR restaurants and built to optimize efficiency in a real rush.
Our answer: Shift4 Dine is made specifically FOR restaurants and built to optimize efficiency in a real rush.
Beating their current system
Every system was built for something. Square for coffee shops and quick transactions, Clover for retail, Toast for restaurants but expensive. Shift4 Dine is purpose-built for restaurants and hospitality. Find what they're on, then use the wedge below.
vs Toast
The fact that levels it: Shift4 Dine was built by the same engineers who created Toast. Same quality, fraction of the cost.
Where they bleed: 1.5% of daily volume toward hardware for 180 days ($50k/mo = $4,500), 12-month warranty then replacements are on them, $30/mo per integration, and their fee program can't touch debit.
Ask: "After your warranty expires at 12 months, what's your plan when equipment fails?"
Where they bleed: 1.5% of daily volume toward hardware for 180 days ($50k/mo = $4,500), 12-month warranty then replacements are on them, $30/mo per integration, and their fee program can't touch debit.
Ask: "After your warranty expires at 12 months, what's your plan when equipment fails?"
vs Clover
The core difference: a retail system retrofitted for restaurants vs restaurant-native from day one.
Where they bleed: $30-50/mo per app (5-7 apps = $150-350/mo), weak modifiers on a complex menu, equipment repurchased at full price every 3-4 years. Three years: ~$62-67k vs our ~$7-20k.
Ask: "How complex is your menu, how many modifiers do you need?"
Where they bleed: $30-50/mo per app (5-7 apps = $150-350/mo), weak modifiers on a complex menu, equipment repurchased at full price every 3-4 years. Three years: ~$62-67k vs our ~$7-20k.
Ask: "How complex is your menu, how many modifiers do you need?"
vs Square
The core difference: entry-level vs restaurant-grade. Easy to start, hits a ceiling fast.
Where they bleed: 2.6% + 10c that never improves with volume ($50k/mo = $15,600/yr), consumer iPads they bought themselves, no phone support unless they pay extra.
Ask: "What are you spending on processing right now at 2.6%?"
Where they bleed: 2.6% + 10c that never improves with volume ($50k/mo = $15,600/yr), consumer iPads they bought themselves, no phone support unless they pay extra.
Ask: "What are you spending on processing right now at 2.6%?"
True against all of them
Hardware included in the software fee, lifetime replacement warranty, onsite service, zero surprise equipment costs. 24/7 phone and chat from restaurant-trained people, plus you as their local rep. 50+ integrations included, no per-integration fees. Merchant Advantage Program recovers cost on all card types, credit and debit.
The Equip conversation cheat sheet
Run the door with questions, not a pitch. You talk about 20% of the time. The whole job is to open a gap between the results they're getting now and the results they actually want, then make it feel real. Steal these and adapt them at the door.
1. Frame it (the gap)
"This is pretty basic. It's really just to see what you're using now and the results you're getting compared to where you'd want them, to see what that gap looks like and if we can even help."
2. Connection (disarm)
Neutral, low pressure, off yourself. "I might not even be the right fit for you, but who usually handles the POS and processing side here?"
3. Situation questions
"Walk me through it, who are you using now? How long have you been with them? What were you trying to solve when you set it up, and did it solve it?"
4. Problem awareness
"Do you like the results you've been getting with them? What would you change if you could, and why is that important to you now?"
5. Clarify & probe
Grow every problem they name: "What do you mean by that? How long has that been going on? Has that had an impact on you? In what way though?"
6. Solution awareness
"Before today, had you been looking to get rid of those fees or fill that support gap? What held you back? How do you see upgrading benefiting you the most?"
7. Consequence
"Have you thought about what happens if nothing changes and you keep paying them that every month for the next 6 or 12 months? Are you okay with that?"
8. Qualifying
"How important is it to you to actually fix this? Why is that important to you now?"
9. Transition + present
"Based on what you told me, this would work for you... can I show you a couple things?" Then three beats: the problem they named, how Equip solves it, and what that means to them. Check in: "Are we on the same page?"
10. Commitment
Let them commit: "Do you feel this could be the answer for you? Why? Are you against getting started today?" Then lock BAMFAM: license + voided check, or a dated appointment.
Objections
Probe, don't push. "Send me a quote" becomes "Sure, what are you hoping to see on it?" then keep engaging. Never argue an objection.
Restaurant
Session score
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Phase breakdown
What worked
Fix before your next door
Your conversation read
Key moments
The color read
Leaderboards
Every rep on the team, ranked. Total Points is the long game; High Score is your single best door. Beat the number above you.
🏆 Total Points
🎯 High Score (single pitch)