I used to do this in high school and college. You develop an instinct for people. There are people who you can educate to a certain extent who will convert to

I used to do this in high school and college. You develop an instinct for people. There are people who you can educate to a certain extent who will convert to a sale given a patient conversation. Others were there to waste your time. This stuff was a lot of money and folks often didn’t have it, or didn’t understand what they were going to do with the computer. Other people would get a rise out of pretending to have money. My normal technique was to hang out or approach people in a few specific areas and talk them through 2 computers. My goal was ~15m interaction if they weren’t moving down the funnel. No more. That first guy is an ideal customer. He’s fishing for reasons to buy, as a sales dude, let him do the work, then drop the margin stuff (warranty, training, etc) at the end.