C02.01

What sales is actually selling

Qualification, exclusions, samples, and the handoff. For sales — and for everyone who inherits a sloppy lead.

Qualify every lead — budget, authority, need, timeline — before a number moves
Never freelance price, terms, or start date
Hand the office a file, not a rumor

Sales does not cut price

We sell a specified system, a prep method, a schedule window, and a set of exclusions. The number comes from estimating. The terms stay Due Upon Completion unless Eric signs a different deal. Your job is to qualify, frame, and not set a trap the crew has to install.

Qualify before anyone prices

01
Who
Owner, GC, CM? Who signs? Who pays?
02
Where
Plant, suite, school, hangar, occupied?
03
What
Spec section, existing floor, drains, cove, chemical exposure.
04
When
Outage window, nights, live environment.
05
Next
Walk, drawings, sample, or a pass. Put a date in Zoho.

Handoff that does not waste the field

In the file	Not a text at 6 a.m.
Drawings / spec / addenda	I think they wanted gray
Exclusions stated	We'll figure demo later
Access, hours, odor, escort	They said just show up
Sample / mockup status	Match the chip I showed them in the truck

Not this
We'll beat their number — I already told them 8% off.
This
Estimating owns the number. I will not freelance a cut.
Not this
Start Monday. I told the crew.
This
Schedule is a field-ops / PM commitment after award paper exists.

Takeaways

If it is not in Zoho, it is a rumor.
Samples are controlled. They are not swag.
A cheap yes is an expensive floor.

SOPSOP Section 5.2.2 — Lead Qualification / BANT SOP Section 1 — Brand