What I suggest is this. Don't start off talking about your product, start talking about their business, their store, their customer base, them. People love to talk about themselves, walk the store and look for links to your product.
After that starts to wind down start making connection between their goals, customers, etc and your product. You can even suggest where they might place things in the store. Respond very quickly to any info the give you and connect what they want to what you have. You need to think quick to make this work well but personalization is key!
Particularly indie retailers love people willing to work in with their ideas and plans and even the attempt makes the conversation much warmer and inclines them to give you a little more cooperation.
