The prospect will give you an order only when. . .

. . . you show that it is in his/her best interest to buy from you. When you have identified buying motive(s) and can show your prospect how your company can minimize problems that will adversely affect him/her personally - on the job- then and only then will the prospect order from your company. Giving a monologue about your company's features will not make the cash register ring. Answering the prospects unspoken question "what's in it for me" will cause your sales to soar