This was posted a bit ago but I wanted to thank the poster. We've actually incorporated this into our sales teams practices when searching out new accounts. Here how it works.
We let the potential customer play the game, evaluate the score, and let that determine how we are to proceed with that lead.
If score is over 30, let that customer go because they're too picky.
If score is between 25 and 30, increase quotes by 50%.
If score is between 20 and 25, shake their hand and tell them how much you'l like to do business with them.
If score is below 20, take them to lunch AND dinner.
Nice tool.