A home-show kitchen display, a couple doing laps — and twenty years of holiday cooking that overflows the kitchen they have.
The setup
They have walked past the display twice. The second pass is slower, and this time she opens a cabinet. Their kitchen at home hosts every holiday for an extended family, in a room designed for a smaller life — the motive is standing right there, under the surface answer of “more counter space.”
This round runs the documented event discipline: qualify before anything is pitched. Territory, project, timeline — then the real appointment set at their table, with both decision makers, where the layering can actually happen.
“We're just looking around, honestly.”
What the round trains
Qualifying at the event: territory, project, and timeline first — then setting a real appointment with all decision makers present.
The round trains restraint at the booth: no design work in the aisle, no figures floated over a display counter. The drill is the three qualifications in order and a set appointment as the only prize on offer.
How Spar scores it
Every round ends in a scorecard — your language, your move, and whether both decision makers stayed in the conversation. This round is graded against the documented qualification — territory, project, timeline, and the set appointment.
The grade turns on the landing. The scorecard credits territory, project, and timeline honestly established and a real appointment set; booth designing and aisle numbers are marked down as leaks, because that is what they are.
The language scan runs on every round: the system’s words — approve, overall investment, work order, monthly investment plan, move forward — or the scorecard shows you where the wrong words leaked in.
Go deeper: the deep dive — The call center — setting the appointment; this trade’s other drill — Think About It; the Kitchen track — Kitchen sales training.
Spar’s documented system is trade-agnostic by design: the published position is that the sales psychology and the rebuttals are the same in every in-home trade — only the examples change. This page runs Spar’s documented rounds in a kitchen setting; it does not present kitchen-specific scripts.
In sparring, the homeowner pushes back the way yours will — talks back, interrupts, pushes on the money — and the scorecard grades the run against the documented system. Train the kitchen version until the response is reflex — $29/month. Spar before you knock.