Do not hand the tool you are demonstrating to the prospect until you are done with your demo. Sometimes when you hand the tool to the prospect, they go deaf and will not hear anything you are saying. When they reach for the tool, just say, “Let me show you a few more things first.”
Whenever possible, use a physical prop to help your demo. Some companies offer demonstration tubes with their screwdrivers so the prospect and the jobber can test the tool’s features.
