It is an unsubstantiated medical fact the when you put a new tool in a technician’s hands their hearing automatically shuts off and they go deaf.
Think back on the number to times you handed a customer a new cool tool. They started playing with it and totally quit paying attention to what you were saying. The result being they probably missed most of the good points of the tool.
Start today, no matter how hard it is, to keep the new tool in your hand as you point out the features and benefits, and then hand it to the customer.
If they reach for it early simply say "Let me show you a few more things and then you can try out your new tool."
Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to firstname.lastname@example.org, and see your suggestion featured here!