Demonstrations that get the customers into the act help relate the product more closely to the customer’s specific needs. Let the customer touch, smell, and experiment with the merchandise to give him time to think about and ingest what you are saying. Follow these guidelines for successful demonstrations:

• Make sure the customer is comfortable.
• Concentrate on the product and the customer’s feelings about it.
• Start with the end result–the benefits the customer will receive.
• Get the customer involved.

Demonstrate products using your best “you attitude.” Put the customer’s feelings first. Show genuine interest in how the product will benefit the customer. Use the customer’s name to make him feel comfortable and important. Seeing is believing for most people, so showing them how the product or service can make their lives more enjoyable will be the best “sales pitch” you can use.