Recently I was window shopping for buying seat covers for my car. I started enquiring prices and variety of various seat covers in a famous car accessory market in my city.
Most of the shop keepers showed some variety, provided answers to my questions and bargained a bit. One shop keeper particularly impressed me with his sales skills. He just asked my specifications and showed me all the possible products available and started explaining their features. What particularly impressed me was his actual demonstration of some features. For example, he explained that one variety of seat cover is water resistant and will not catch stains easily. Without even asking me, he spilled a cup of water on the seat cover and showed me how the cover was still dry and was not soaking the water.
This is what we need to learn while doing business development or sales pitch. Demonstrate the features of your product/service to them LIVE, without them asking you. Don’t expect the customers to be intelligent enough to fully appreciate the unique selling points of your product by a mere description.