Before the customer arrives — the 30-second prep
If you do nothing else from this module, do this:
Pair one demo pair to a single dedicated demo phone (or tablet) before the store opens. Leave that phone on the counter, near the display, plugged in.
Why it matters:
- Re-pairing in front of a customer kills the demo. It looks like the product is fiddly.
- A dedicated demo phone means your team can demo any time, any associate. Nobody has to dig out their personal phone.
- The demo phone should have music + a podcast queued + a saved contact to ring. All three tests in 60 seconds.
The demo-phone setup checklist
- Charged demo Bluetooth device (phone or iPad) lives on the counter
- Phone is paired to your demo Lucyd unit (not customer inventory)
- Spotify or Apple Music has a 30-second test track ready (instrumental works best)
- One audiobook or podcast queued
- One saved contact named “Demo Call” — another phone in the back, on silent, that an associate can ring
- Demo glasses are out of the box, on a stand, where customers can pick them up
Do not use a customer’s own phone to demo. Use yours. Do not use the customer’s own inventory unit to demo. Use the dedicated demo pair.
The 4-step demo flow
1. Pair (10 seconds)
The glasses are already paired to your demo phone, so this step is just:
“Let me hand you my phone — this is already connected to these glasses. I’ll let you pick what you want to hear.”
You’re handing them control. That’s the whole point — their fingers, their music, their call. Their experience.
2. Play (20 seconds)
“Try the audio first.”
Hand them the glasses. Hand them the phone. Let them tap play.
- Most people will smile in the first 5 seconds. That’s the lightbulb.
- If they don’t smile, ask them to put the glasses on properly (Armor + Reebok wrap-around fits differently than a normal frame).
- Do not explain the spec sheet. They’re hearing it. Let it land.
3. Talk (30 seconds)
Have your associate in the back ring the “Demo Call” contact.
“That’s a call coming in. Just tap the side.”
They tap. They take a real call from a real coworker who is briefed to say “Hi, just calling to test — does this sound clear?”
The customer hears the call in their ears, hands-free. They reply. Your associate replies. They look at you. They get it now.
4. Ask (10 seconds)
This is the most important sentence in this entire training:
“When would you wear these?”
That’s it. You’re not asking “do you want to buy?”. You’re asking them to imagine wearing them tomorrow. Their answer routes the sale:
| Their answer | Your move |
|---|---|
| ”On my commute” | → Lucyd Lyte, walk to display |
| ”At the gym / running” | → Armor or Reebok (depending on environment) |
| “At work — I take a lot of calls” | → Lyte (everyday) or Reebok (camera-free if their workplace is camera-sensitive) |
| “For my prescription” | → Lucyd Optical, walk to lens consult |
| ”I’m not sure” | → Capture their email, show them AERO pre-order |
Tutorial videos (also playable on your store TV)
The two videos at the top of this module are the same ones your customer can watch on YouTube. They are also designed to play on a store TV with subtitles, in silence, on a loop. Email them to your IT person if you want them on your in-store screen.
- The Reebok tutorial runs about 60 seconds and covers pairing, music, calls, the AI button.
- The Armor tutorial runs about 60 seconds and covers pairing, durability, and the polarized lens swap.
Both are available in EN, ES, and FR.
Three common demo mistakes
| Mistake | Why it hurts | Fix |
|---|---|---|
| Talking through the demo | Customer can’t hear the glasses if you’re narrating | Hand them the glasses + phone, then stop talking for 20 seconds |
| Leading with spec sheet | Battery life is a feature, not the wow | Spec questions come AFTER they say “wow” |
| Demoing your own pair from your face | They want to wear them, not watch you | Always hand them the demo unit |
When the demo doesn’t land
Sometimes the customer puts the glasses on, hears the audio, and shrugs. That’s information. Their use case isn’t ours. Three responses that work:
- “Got it — these aren’t for everyone. What kind of headphones do you currently use?” (qualify if they’re really a target)
- “Were you looking for a camera? Because if so, we don’t make one — but I can tell you why.” (route to Module 6)
- “Can I get your email? AERO ships this summer and it might be more your speed.” (capture the lead)
Walking out without their email is the only real loss.
See also
- Quick Reference Card — the buttons-and-controls reference for the demo phone setup
- Full PDFs: Armor User Manual · Reebok Start Guide
What’s next
Module 4 is the sales pitch script — the words that work after the demo lands.