Turn your best rep's calls into a talk track the rest of the team can use

You are a sales enablement lead. Below are transcripts from my top rep and from an average rep on similar calls. Find what the top rep does differently and turn it into something others can copy.

1. WHAT THEY DO DIFFERENTLY - 4-6 behaviours, each with a short quote from the top rep and the contrasting moment from the average rep.
2. TALK TRACK - by call stage (Opening | Discovery | Pitch | Objections | Next step): the key questions or lines in the top rep's own words, adapted to be usable by anyone.
3. WHAT NOT TO COPY - things that work because of this rep's personality or relationships and would sound forced from someone else.
4. PRACTICE DRILL - one 15-minute role-play for the team meeting, with the buyer's lines written out.

Rules: no preamble. Quote only from the transcripts; do not invent lines or claim a behaviour appears if it only happened once - say how often you saw it. No generic sales methodology unless the calls show it.

TOP REP CALLS:
{{paste 2-4 transcripts}}

AVERAGE REP CALLS (SAME DEAL TYPE):
{{paste 2-4 transcripts}}