$4,844 booked -- your best week of March. Booking rate nearly doubled (37% vs 23%). Volume up 33%. Your first repeat customer (Dr. Gilliam -- $738 across two days). Average score jumped to 6.9, SMS hit 7.2. Frequency question recovered from 8% to 29%. All 3 Big 3 projects completed this week. Phone still stuck at 5.8 for the third straight week, but phone share dropped to 19% of volume.
Wednesday, March 12 -- 7 conversations, 8.0 avg score, three 9+ scores. Daniel (9.5), Jessica (9.5), and Dr. Gilliam (8.5) all in one day. The busiest day was also the best day.
| Category | Amount | % of Quoted | vs. Last Week |
|---|---|---|---|
| Total Quoted | $13,097 | 100% | ↑ 43% from $9,151 |
| Booked | $4,844 | 37% | ↑ 133% from $2,077 |
| Didn't Convert | $5,099 | 39% | ↓ from 52% share |
| Lost | $2,894 | 22% | ↓ from 26% |
Booked revenue more than doubled ($2,077 to $4,844). "Didn't Convert" share dropped (52% to 39%) -- more pipeline is turning into bookings instead of sitting idle. Loss share also dropped (26% to 22%). Every metric moved in the right direction.
| Skill | Adherence | vs. Last Week |
|---|---|---|
| Opener | 100% (20/20) | → Stable |
| Discovery Q1 (Vehicle/Service) | 95% (18/19) | → from 100% (1 miss) |
| Discovery Q2 (Condition) | 94% (15/16) | ↑ from 90% |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Diagnosis Bridge | 63% (12/20) | ↓ from 75% (4 obs) | 20 obs -- more representative |
| Close | 62% (8/15) | ↑ from 57% (+5 pts) | Steady improvement |
| Expectation Setting | 60% (3/5) | Larger sample | 2 misapplied |
| Hesitation Handling | 50% (1/2) | Too few to compare | Small sample |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Frequency Question | 29% (4/14) | ↑↑ from 8% | Regression reversed |
| Downsell | 25% (1/4) | New tracking | 4 applicable situations |
| Follow-Up Sequence | 0% (0/3) | ↓ from 25% | $5,099 sitting in pipeline |
Frequency question recovered from 8% to 29% -- the W1 regression was reversed. You went from asking it in 1/13 conversations to 4/14. The coaching emphasis on "this is for the rebook system" appears to have landed.
Zero follow-up sequences in 3 applicable situations. $5,099 sitting in "Didn't Convert" status -- 39% of all quoted revenue. Your morning brief surfaces these leads daily with copy-paste messages. The barrier isn't information -- it's execution.
Target next week: 3+ follow-up attempts. Even one conversion from the $5,099 pipeline pays for the effort.
Improved from 8% to 29%. The regression was reversed. Script changes make this flexible based on your feedback that it "sometimes feels like a jab." Coaching shifts from "always ask" to "ask when it fits naturally." The 29% may be close to the natural rate.
Target: Maintain 25%+. Focus on quality of delivery, not frequency.
When prospects balk at pricing, you rarely offer an alternative. Shannon walked away from $339 with zero recovery. Mark's combined $700-$800 quote lost both services when an unbundled detail at $389 would have closed. $728 in recoverable revenue from just two conversations.
Target: Downsell offered in 50%+ of price objection scenarios.
| Metric | SMS (n=26) | Phone (n=6) | Gap |
|---|---|---|---|
| Avg Score | 7.2 | 5.8 | -1.4 |
| Score Range | 3 -- 9.5 | 3 -- 9 | |
| Booking Rate | 42% (11/26) | 17% (1/6) | SMS 2.5x |
| Loss Rate | 8% (2/26) | 33% (2/6) | Phone 4x |
E. Arrington (9/10, phone, booked) proves phone CAN work. Crisis call -- inbound urgency, clear need, instant diagnosis, same-day close. Phone works when the prospect drives urgency. It fails when you need to create urgency through discovery.
| Type | Count | % | Expected | vs. Last Week |
|---|---|---|---|---|
| Problem Solver | 22 | 69% | 70--80% | ↓ from 88% (normalizing) |
| Occasional Detailer | 3 | 9% | 15--20% | → from 12% |
| Enthusiast | 3 | 9% | 2--5% | ↑ from 0% |
| Not A Fit | 3 | 9% | -- | ↑ from 0% |
| Type | Booked | Didn't Convert | Lost |
|---|---|---|---|
| Problem Solver | 10 (45%) | 9 (41%) | 3 (14%) |
| Occasional Detailer | 0 (0%) | 3 (100%) | 0 (0%) |
| Enthusiast | 2 (67%) | 1 (33%) | 0 (0%) |
Problem Solver booking rate jumped from 19% to 45%. You're closing more first-touch leads. Enthusiasts convert at 67% (Dr. Gilliam -- $738 from one client in two days). ODs remain at 0% booking / 0% loss -- they don't say no, but they need follow-up to close.
Dr. Gilliam -- Enthusiast, Rolls Royce owner -- completed a Showroom detail ($369) and immediately rebooked for the next day. $738 from one client in two days. This is proof of concept for recurring revenue. Enthusiasts find you even without marketing to them.
Amanda stated her need upfront ("interior and exterior"). You asked discovery questions instead of quoting. A competitor won while you were still asking questions. When a customer tells you what they want, give them a price first -- you can always do discovery after the booking.
Mark's combined $700 quote (detail + tint) scared him off both services. Unbundled, the $389 detail alone would have closed. When quoting multiple services, separate the prices and let them choose rather than presenting a combined total.
| Day | Count | Avg Score | Notes |
|---|---|---|---|
| Sat 3/8 | 4 | 6.3 | Annie (8) stood out. Bernard (4.5) phone. |
| Sun 3/9 | 5 | 7.4 | Strong opener. All SMS. 3 bookings. |
| Mon 3/10 | 3 | 5.8 | Low volume. Luke Prentiss (not a fit). |
| Tue 3/11 | 6 | 6.7 | High range. E. Arrington (9) + Amanda (3). |
| Wed 3/12 | 7 | 8.0 | Best day of the month. Daniel 9.5, Jessica 9.5, Dr. Gilliam 8.5. |
| Thu 3/13 | 3 | 6.5 | Nikkea (8) booked. |
| Fri 3/14 | 4 | 6.6 | 3 follow-ups. Shondelyn (9) rebook. |
Wednesday was the peak -- highest volume AND highest quality (8.0 avg, 7 conversations, three 9+ scores). The midweek peak pattern from Week 1 repeated. No fatigue pattern -- your best days are your busiest days.
New high score. Odor problem -- you asked about type AND search depth, used both in the diagnosis bridge. Zero wasted questions. Textbook pattern: problem discovery diagnosis close.
Tied for highest. Dual motivation (trade-in value + kid stains). Discovery revealed both naturally. Customer self-selected the right package.
Customer upsold herself to Executive ($479) after the diagnosis bridge and tempered expectations for stains. Two-day service booking.
First repeat customer of March. Enthusiast, Rolls Royce owner. Completed Showroom $369, immediately rebooked for next day. Proof of concept for recurring revenue.
Stated her need upfront. You asked discovery questions instead of quoting. A competitor won while you were still in discovery. When a customer tells you what they want, give them a price.
Both heard pricing and disengaged. No downsell offered, no service separation, no "what are you weighing?" probe. Shannon balked at $339 -- zero recovery. Mark's combined $700+ quote lost both services when the detail alone ($389) would have closed.
| Metric | Mar W1 | Mar W2 | Change |
|---|---|---|---|
| Conversations | 24 | 32 | +33% |
| Avg Score | 6.3 | 6.9 | +0.6 |
| SMS Avg | 6.7 | 7.2 | +0.5 |
| Phone Avg | 5.8 | 5.8 | -- (3rd week) |
| SMS / Phone Gap | 0.9 | 1.4 | +0.5 (widening) |
| Booking Rate | 23% | 37% | +14 pts |
| Loss Rate | 25% | 16% | -9 pts |
| Frequency Question | 8% | 29% | +21 pts |
| Follow-Up | 25% | 0% | -25 pts |
| Booked Revenue | $2,077 | $4,844 | +133% |
| Total Quoted | $9,151 | $13,097 | +43% |
Weekly Sales Meta-Analysis • Athay Auto Studio • Week 2, March 2026
AI Sales Intelligence • Netmore Marketing • Growth OS