Sell without discounting. Follow up without being weird. Close consistently.

This is the document your company should’ve had before you ever hired a rep, sent a quote, or offered a membership.

Most painting companies don’t lose deals because of price.

They lose them because:

• They explain value inconsistently
• They qualify poorly
• They present quotes like receipts
• They panic at objections
• They follow up randomly

This playbook locks in how your company sells — not how one person feels like selling that day.

What this does (and what it doesn’t):

• This does standardize positioning, qualification, quoting, objection handling, and follow-up.
• This does not make bad offers good. It makes good offers sell cleanly.

What you got in this product

Core

• Positioning & messaging framework (how you explain durability + predictability)
• Qualification rules (calendar protection + margin protection)
• Quote presentation structure (how to present, not just price)
• Objection handling framework (principles + examples)
• Close + follow-up cadence (day-by-day)

Bonus

• Call flow maps (inbound, follow-up, reschedule, lost deal recovery)
• “Do not promise” list (bulletproofing against overcommitment)
• One-page “Sales Standards” policy (what gets you fired)

Jobber Build Specs

• Standard quote structure + packages (Good/Better/Best if applicable)
• Quote follow-up engine spec (timing, templates, tagging)
• Objection + pricing defense template library
• Lead qualification fields spec (budget, timeline, decision-maker, fit)
• Sales “definition of done” spec (what must exist before sending a quote)

Who this is for

• Owners who want sales to stop being a black box
• Companies selling projects + memberships
• Teams that need sales aligned with operations
• Anyone tired of “we’ll figure it out” selling

The rule this playbook enforces

Sales exists to create predictable work — not chaos downstream.

Do You Know Where You Stand?