A home-show booth, a couple “just looking around,” and a kitchen that has waited twenty years — qualify before you pitch.
The setup
The booth traffic is steady and this couple is doing what show traffic does: drifting, glancing, keeping their hands in their pockets. But they stopped — and their kitchen is original to the house, and spring is the first real timeline anyone has said out loud in years.
This round is the documented event play: no presentation at the booth, no figures in the aisle. Qualify first — territory, project, timeline — then set the real appointment, at their table, with every decision maker present.
“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 qualification discipline at the event: the three questions in order, answered honestly before anything is offered, and the close of the round is a set appointment — day, time, both names — not a brochure in a tote bag.
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 what you leave with. The scorecard credits territory, project, and timeline established and a set appointment landed; it marks down booth pitching and any number floated in the aisle, where numbers go to be compared without context.
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 — Kitchen-Table Appointment; the Remodeling track — Remodeling sales training.
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 remodeling version until the response is reflex — $29/month. Spar before you knock.