I've always liked this image from UserOnboard https://www.useronboard.com/imgs/posts/mario-water.png https://www.useronboard.com/imgs/posts/mario-water.png So

I've always liked this image from UserOnboard https://www.useronboard.com/imgs/posts/mario-water.png https://www.useronboard.com/imgs/posts/mario-water.png Source: https://www.useronboard.com/features-vs-benefits/ https://www.useronboard.com/features-vs-benefits/ One of the most important part about sales IMO is to remember that you're dealing with humans on the other side who have their own personal and professional incentives. Think about how you can make your customer look like a genius, get promoted, help make some process better/cheaper or get to a business goal quicker. Do you have a solution to help achieve one of those outcomes? This requires listening far more than speaking and will always result in selling solutions to problems...product feature/functionality is just the way to get there. You may be very proud of everything you've built, and rightly so, but the customer only cares about their own outcomes and whether you can help them achieve it.