I googled Tweeter. Were you selling home entertainment systems? I can see buyers being reluctant to return large items that have been installed in their home. A guitar or bass, not so much.
I was an in-home specialist for them. We wouldnt usually bring or install products on the consultation. It was essentially, the clients showing me around their home and discussing where they wanted speakers and music and so on. Basically, I would use my knowledge of products and install possibilities to help meet their goals.
About half of these were done during the construction phase of new home builds that we would pre-wire for whole house systems. A decent amount were commercial as well. Things like a mom n pop restaurant wanting discreet options for music in the dining area that they could easily operate.
Once I was in the home, I would take tons of notes and draw diagrams and then set up an appointment for them to come in the next week where I would have three printed proposals (good,better,best) and we would proceed from there.
We would sometimes loan gear for home trials but that would involve a CC deposit and in all technicality, they were basically buying them right off the bat and then using the return policy if they didnt like them. Regardless, it was a great selling tool. If they were looking at a pair of bookshelf speakers for instance, I would say "Ill tell you what. How about I bring both of these to your home right now, set them up for you, and give you the rest of the week to go back and forth with them in the room they'll live in. I want to be 100% certain that you are getting the best option for you."
Of course they would love this, so I'd pack up the two pairs....and some really nice stands...and some really nice cables...and go set them up. At the end of the week I'd go to pick them up and ask which was the winner... then I'd ask things like "did you find that the 6 foot cables were good for you or did you want go with 10 footers? Same with the stands... we would use an A/B Close tactic combined with the Assumed Close to sell the high margin accessories. In most cases the speakers were about $1200-1800/pr but the cables averaged $200-300/pr and the stands were about another $300. It really helped to close the whole package by having it in their home because without the stands/cables, we were "reducing" the performance that they just spent the week analyzing in order to make a decision.
From personal experience, I would say that about 80% of the time, once the product hit their home, they bought the whole experience at the end of the week.
Versus about a 20% close rate in the store for walk ins, and a 66% close rate for be-backs (when they returned)