You hand them over. A sample you operate while they watch is a demonstration — your claim, performed. A sample in their hands is an experience — their discovery, remembered. The presentation's involvement questions do the inviting; your job is to stop performing the product and start surrendering it.
The short answer
The mechanics are simple and the reps who resist them are usually protecting their pitch rhythm. Break it on purpose: put the sample in their hands at the first relevant benefit, ask them to work it — operate the lock, flex the corner, feel the seal — and ask what they notice. Every second the product is in their hands, the appointment is happening in the first person. Spectators evaluate; handlers own. The same ownership logic runs the involvement questions — the samples are involvement you can touch.
How it runs
Pass the sample to the quieter homeowner too — the one who hasn't spoken is often the one whose hands will decide. And let the handling raise the questions: the concern about operation, cleaning, durability that surfaces while they hold the product is a concern you get to answer in discovery conditions — early, cheap, unpressured — instead of meeting it as an objection later. A sample that never leaves your hands can only ever be evidence for your argument; in theirs, it becomes part of theirs.
Spar's rounds put a homeowner across the table while you present — graded against the system. Round 1 is free; the full camp is $29/month. Spar before you knock.