[rogerthat_au]

One of the best tips I received for sales: when trying to sell a pen, don't focus on the features. Stop and ask the customer - what are they looking to do with a writing instrument? Go as deep as possible in understanding their need in that conversation by asking questions. Once you understand the need - work out how best to fit the pen you're selling to their needs.

Two benefits of this approach: the customer does most of the talking. And by listening intently you know the things to say to help the customer see what you have matches their need.

[capableweb]

Also, if in your conversation with the person you find out that they actually need a paint brush instead of a pen, don't try to sell them the pen! If you try to sell them something they don't need, you either piss them off by looking like you don't understand them, or you piss them off once they bought the pen from you and realize it won't work for them.

Instead say that probably you don't have (currently at least) what they are looking for, and if they need help in the future to contact you again.