A waiter in a nice restaurant wants to sell desserts to a dining party at a table. Compare the following approaches:
Option 1: The waiter says, “Are you interested in dessert? We have some really nice ones…”
Vs.
Option 2: The waiter brings a tray of fabulous-looking desserts to the table, presents them for visual inspection to the dining party and says, “Are you interested in dessert? We have some really nice ones…”
Which approach will generate more sales of desserts? Why? How can we apply this to demos? (Hint: Think Illustrations and the “Menu Approach”)
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