When we meet people for the very first time, we will directly picture him/her in our mind. Is he/she a good person, friendly, moody, sassy, or else. This may help in sales. This ability will enable you to recognize character, even hobbies and what people like, in the first meeting. Once they enter your office you will be able to reckon their needs. This is a good start to introduce your product to them, and do not forget to make them comfortable to speak to you.
Talk to them, get to know them, be curious about them. Talk about some light topics to ensure your customer that you can be trusted. After they feel comfortable, then start to gain information about what they need. If it is about their search, of a certain product, ask them about their current product that they use and from what company. Use this information as a comparison to spot superiorities of your product.
It is important to you as a sales person, to know well about your own product, the benefits, price and other important matter related to it. Prepare some brochure, because it will make you easier to explain to the customer. You will also need a literature just in case they asked something that you do not really know.
Convince them that they will need your product, and that they make a good decision by choosing them. Please remember, to sell only what they need based on the conversation during the sales session. Be a good sales person and a good presenter, while you are selling your product. Make the customer falling in love with you and buy from you.