03Sale & Delivery · a closer look
The customer's decision
What turns a prepared quote into an accepted booking, and what does a decline or silence mean?Illustrative contractor case · no figures are given or implied
Estimate sentThe estimator owns scope and price; AI may flag gaps but does not set or change a price
- AcceptedRecord: signed contract or purchase order. A booking, not yet revenue.
- DeclinedRecord: the recorded decline.
- DeferredRecord: the recorded deferral.
- No responseRecorded as no response. Not automatically a lost sale, or a won one.
The estimator owns scope and price
The estimator decides whether to visit, confirms scope and sets price; approval follows company policy. AI may flag missing scope items or draft the narrative, but it does not set or change a price.
Follow-through is a human rhythm
Reminders help the estimator follow up while the buyer is still deciding. A sales manager reviews open quotes on a set rhythm and decides which to pursue or close, rather than letting software keep contacting.
Record every outcome honestly
Accepted, declined, deferred and no response are distinct outcomes. Recording each keeps the trace complete and stops a silent request from being counted as either a lost sale or a won one.
Decision for your leadership teamWho reviews open quotes, on what rhythm, and where is each customer decision recorded?
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