ASAP Gregory visited a prospect for the first time this morning, chatted a while with
him, engaging in friendly conversation before making a detailed and lively
presentation of the products he has to offer. He then sought to close the sale,
addressed some doubts that the client had, and still the client wouldn't
commit. What important step has Gregory missed during his time with the
client?

Gregory didn't seem to address an unsatisfied need. When you are engaging a prospect, you must first determine which are his/her unsatisfied needs that your product or service will satisfy. I.e. what can your product or service do for him. Gregory might be selling a great product, but if the client doesn't need it, then he/she will not buy it. E.g. a car salesperson approaches you and offers a great discount if you buy an Accord. It is a great car and the price you are offering is fantastic. But if the client needs a car that can carry at least 7 people, e.g. Pilot or Odyssey, he/she will not buy the Accord no matter how good the offer is because he/she simply needs something different.

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