Part of the sales discussion from Janel and Ernesto Garcia revolved around all of the benefits their cookware could give us.
They tied the cookware to health ("the way our pots and pans cook food keep more of the vitamins and minerals intact"). They tied it to safety ("all of the handles on our cookware will never get hot, and you won't burn your hands"). They tied it to saving money ("you'll eat healthier, you'll be able to cut out fast food, and you'll save energy because of the way our cookware works and uses heat more efficiently").
It sounded strange at the time she was bringing up all of these added benefits, but you know what? When we were deciding whether or not we wanted to buy something, we went back to a few of the benefits they talked about as justification as to why we should make the purchase.
As author Jeffrey Gitomer loves to say, "People hate to be sold, but they love to buy." Give someone enough justification as to why they should buy "it" - whatever "it" is - and they'll use it to help them make a purchasing decision.
Sales question for you: Do you offer your customers enough reasons and benefits to buy what you're selling? Do you make sure people know those reasons and benefits every single time you talk to them? You should...it works.
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