Description
Not every person who stops at your booth is a potential customer, and treating them all the same wastes your most valuable resource: qualified selling time. The Goodie Grabber wants the pen and the candy. Hand it over, smile, return to the aisle ?? 30 seconds maximum. The Information Gatherer is in research mode. Give them what they came for, then schedule a specific follow-up using the two-option close. They are future pipeline, not current quarter revenue. The Problem Solver has a need, urgency, and at least proximity to budget. They get your full attention, your deepest discovery questions, and a calendar entry before they leave the booth. This training uses role-play scenarios for all three types until staff can identify the type within 30 seconds and transition responses without the attendee noticing the classification.