The document categorizes customers into 3 groups: 10% who should be sorted and not sold to, 80% who should be signed up or have their questions answered, and 10% who should be moved on from or have favors asked of. It provides handling strategies for customers categorized as red, green, or brown apples.

1. Customer - 3 Categories
Sort, Don’t Sell
10% 80% 10%

2. How to Handle Red Apples
Sign Up

3. How to Handle Green Apples
Answer the Question
Ask for the Favor

4. How to Handle Brown Apples
Move On