Controlling the Selling Environment –

Chairs Set Up

We’ve all heard the idea that if your audience can see other people’s faces, they’ll laugh more. Positive reinforcement and all that jazz. Well, it works for selling educational materials too. I sell more when my audience can see each other. When you only see the back of a person’s head, you don’t get any positive reinforcement. That’s why I try to have my chairs set in a chevron or arc pattern. When a few people look interested in my materials, the interest becomes contagious. It’s a little thing and it might have just a little influence, but at $177, I don’t leave anything to chance.