all of the above is right.
What I learned from expreience is to focus on the clients need. Whatever you are selling, nobody will buy it if they don't have the NEED for it.
First and foremost get the client to spill his guts by telling you what he needs. After you were able to know what he needs this is where the Caracteristics VS needs kicks in. ex: this thing has this witch fits need number 1 and this feature fits need number 2 and so on !
Let the client Talk ........ the more he talks the easier your job will be ! While he talks take mental notes, always recapitulate his needs before doing a presentation on a product. NOTE : NEVER NEVER EVER show something to a client that he dosen't need. You will loose all available credibility.
Before trying to close down a sale, ask your client what he thinks of what you showed him.(so what do you think?) If there are any objections about what you are trying to sell him, the client will tell you. If the client had any objections try to counter them by either convincing the client that he'S in front of the item that he REALLY needs or counter react with another product that will fit his needs (at a bit lesser price, its easyer to downsell that to upsell).
In quick this is it !
Which is another reason why this kind of job is great. Before, I was like you, I hated opening up conversations with people I don't know, even just asking for directions and simple stuff like that, but after this I realised that people can't more than be rude to you, and if they are, then that's their problem, not yours.
