When a customer walks into your office, dont sell them the first product that comes to mind. Sit them down and evaluate their needs, than sell them the products that meet their needs.
I once worked with a guy in the banking industry, who was one of the best at explaining the benefits and features of our products, the only problem was, he was spending so much of his time explaining, but never selling anything.
He never sold anything because he never took the time to get to know what his customers needs were, therefore he was attempting to sell them things that they didnt really need.
Nobody will buy things that they dont need.
This is why it is so very important to evaluate your customer.
Start off by making your customer as comfortable as you possibly can, talk about non-business topics such as the weather, sports, or a current event.
Once you and your customer have built a good enough report, start to ask some questions so that you may evaluate your customers needs.
You can begin by finding out why your customer came into see you in the first place. Find out what products they already have. Find out if they already deal with...