The Sales Advisor

Wake

Coffee, then a phone-screen pass through the pipeline. Four home visits on the calendar today — two replacement quotes, a heat-pump conversion, and a re-quote on a proposal that has been sitting eight days. Two open proposals also crossing the forty-eight-hour follow-up line.

Pipeline review

At the kitchen table with the laptop. Reorders the day around drive time, prints the option sheets for the two replacements, and stages the heat-pump rebate paperwork in the truck folder so he isn't fumbling at the customer's table.

Follow-up calls

Hour blocked for proposal follow-ups before he heads out. Two open proposals at the forty-eight-hour line — calls both, books a sit-down on one, gets a polite no on the other and asks for the why. Logs the why; the no he doesn't learn from is the worst kind.

First home visit

Replacement quote on a fifteen-year-old system that died over the weekend. Sits across the street for thirty seconds before he knocks — same ritual the techs use, picked up his first year. Walks the equipment, measures the static, asks about the hot bedroom upstairs they have lived with for a decade.

Options at the table

Tablet on the kitchen counter, three options built live in front of the homeowners — good, better, best, with the financing math on each. Customer pushes hard on the cheapest tier; holds the line and walks them through the warranty and efficiency math instead of caving. Mid-tier sold, install booked for Thursday.

Lunch on the road

Drive-through burrito eaten in the truck between stops. Texts the Project Manager the cut sheet on the Thursday job before the details fade, calls his daughter back about the field-trip permission slip.

Heat-pump conversion

Older couple researching a heat-pump conversion — they have read more rebate fine print than he has. Builds the proposal on the tablet at their dining room table, pulls in the local utility rebate live, lays out a two-stage versus variable-speed comparison side-by-side. Leaves them the proposal and a follow-up date.

Re-quote visit

Eight-day-old proposal that went cold. Drives back out, walks the system again, finds a duct issue the original walkthrough missed, and rebuilds the number with the duct work added. Customer values the second look; books for the following week.

Second replacement

Last home visit of the day, replacement quote, sixty minutes door-to-door. Single mom, tight budget — doesn't pitch the top tier when the mid-tier solves her actual problem. Books install with financing terms she can carry.

Pipeline cleanup

Truck in the driveway, laptop on the kitchen island. Updates the CRM with notes from all four visits while the details are fresh, fires the Thursday install handoff to operations, and queues tomorrow's follow-ups for the morning block.

Family dinner

Phone face-down at the table, the no-work rule his wife instituted after the first quarter he over-ran. Burrito for lunch buys him a real dinner.

One last look

Re-checks tomorrow's calendar from the couch — three visits and the Thursday install confirmation. Replies to the heat-pump couple's late-evening question about the rebate timing, then puts the phone down.