Displaying Your Products
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Should you have your products on display? Yes, but not in such a way that makes you appear as if you are blatantly selling. This is a mistake made by many apparently smart seminar leaders and speakers.
Displaying the products in such as way as to look like you are blatantly selling can create a defensive reaction on the part of your seminar or speech attendees. My definition of blatantly selling is to have loads of product sitting on a table as people are walking into the room. To make it really look bad, make sure to have someone behind the table flashing a big toothy grin to anyone who will make eye contact.
They see that you are setting them up for the sale. When it gets to where you give your product presentation, they are already negatively predisposed. You don’t want this to be the case at your next presentation or speech.
In a small group of less than 35 people I will put the products on a table directly behind me. In a larger group I will put all the products nicely displayed on a round table off to one side of me up on the platform, if there is one. If there isn’t one, I will stack them one on top of the other sitting on a nearby chair.
This allows people, in any size group, to know that there is something on display, but not to have it shoved in their faces. The “shove it in their face” approach would be accomplished by having a large display on the table when people first walk in the door.
Even though you want to be honest in your sales approach, you don’t want to look like you are over-selling, or trying too hard.