Successful salespeople understand the principle of emotional engagement. Product features, pricing, delivery schedules do not motivate people to buy a product. People have to have an emotional attachment to a product in order to purchase. This quote from Paoloa Antonelli sums up the idea perfectly:
"The bond between people and things has always been filled with powerful and unspoken sentiments going well beyond functional expectations and including attachment, love, possessiveness, jealousy, pride, curiosity, anger, even friendship and partnership."
As you try to sell a new product to find product/market fit do not focus so much on product features. Rather, listen to the customers reactions to the product and try to determine where the emotional engagement exists and how to foster more engagement with the product.