Booth-to-Business Course

01 The Session Bridge 02 The Fishbowl Fallacy 1:36 03 The Pot Roast Principle 04 The C.A.S.H. Method 05 The Smartphone Close
DAY 02 OF 05

The Fishbowl Fallacy

The Big Shift

  • Volume does not equal value. Collecting 500 badges feels like a win, but if 496 of them have zero intent to buy, you have wasted your time.
  • Identify the grazers. "Tchotchke collectors" will ask generic questions while eyeing your swag; do not pitch them your full demo.
  • Pivot to the agenda. Stop the pitch and ask, "What is the one thing on the agenda this week you cannot miss?" to shift from a vendor interaction to a peer-to-peer conversation.
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Your Turn

Find your own "Pivot Question." You don't need to use my exact words. Draft a question that feels natural to your style but achieves the same goal: stopping the pitch and shifting the focus to their agenda.

Next Lesson: The Pot Roast Principle →