Selling is a psychological phenomenon. When in a sales conversation, you want to be very in tune to how the customer is receiving your presence. Are they accepting of what you are trying to present or are they closed off? You want to be building a relationship with the customer, to make them more of a friend than another sale. You also want to stay in good communication during the whole process, in order to show that you want to stay in touch and you care about how comfortable they are about the “purchase.”
One aspect of selling is to walk out of the sale by uncovering the pain of the client, asking them if they are experiencing any troubles. This could be uncovered by asking a series of questions until you really strike gold and find the root of the problem. Once you have found the client/customers pain, you might be able to cater to them better and find a solution that is able to solve that pain. If you are able to find and solve that pain, you are than just building a better and stronger relationship with the client as well.
The overall goal of a sales call is to be able to grow a bond between you and the client, an everlasting bond. Not to be dumbing all of your candy on the floor, but to be gathering information to qualify yourself for the prospect to be intrigued. If the client just uses you for your information, than you could quickly lose your usefulness to them.
BoweryJE22
I agree it is important not to dump all your knowledge before learning the pain that the client is suffering. If you make this mistake, it may cause the prospect to be overwhelmed and you will lose the sale.