Description
Without a qualification framework, your staff applies equal time to unequal opportunities. A prospect with a budget, a timeline, and a stated need gets the same twelve minutes as a student doing research. The Stoplight System eliminates this. Green light prospects ?? decision-makers with active needs, confirmed budget access, and a timeline ?? get real time, a live demo tied to their specific problem, and a calendar entry before they leave the booth. Yellow lights ?? genuine interest, missing one qualification element ?? get a specific scheduled post-show call using the two-option close (‘Does Tuesday at 2pm or Wednesday at 10am work better?’). Red lights ?? no purchase intent, no authority, stopping for the giveaway ?? get 45 seconds, a smile, and a return to the aisle. This engagement installs the system: trains the classification criteria, delivers the qualification questions script, and builds the color-coded lead sheet used to triage the full stack post-show.