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Module 1: The Sales Rep Role (and Where Reps Blow It)

Lesson 1: What a Sales Rep Owns vs What They Must Escalate

Lesson 2: Why “Being Helpful” Creates Liability

Lesson 3: The Hidden Cost of Freelancing and Inconsistent Messaging

Module 2: Lead Intake, Qualification, and Speed-to-Lead

Lesson 1: The Minimum Qualification Standard (What You Must Confirm)

Lesson 2: Speed-to-Lead Rules That Increase Close Rate

Lesson 3: Spotting Bad-Fit Leads Before They Waste Your Week

Module 3: Discovery That Produces Cleaner Estimates

Lesson 1: How to Identify the Real Decision Maker Early

Lesson 2: The Questions That Reveal Scope Risk and Budget Reality

Lesson 3: Preventing “We Thought You Meant…” Misunderstandings

Module 4: Presenting Options Without Confusion

Lesson 1: Why Single-Number Quotes Create Price Wars

Lesson 2: How to Present Good/Better/Best Cleanly

Lesson 3: Explaining Value Without Sounding Defensive

Module 5: Closing and Deposit Control

Lesson 1: Approved Close Methods (and What Not to Say)

Lesson 2: Handling “Let Me Think” Without Chasing

Lesson 3: Deposit Collection and Next-Step Scheduling Standards

Module 6: Clean Handoffs to Ops (The No-Surprise Packet)

Lesson 1: What Must Be Included in Every Handoff

Lesson 2: How to Prevent Scope Drift After Sale

Lesson 3: Internal Notes That Protect Production and Profit

L4 — Sales Rep SOP Kit (Residential + Programs)

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