Meeting the needs
If you have manoeuvred your client through the various consultation stages, and if you have uncovered the implied and explicit needs, now is the time to demonstrate your capabilities. 

You can introduce your client to a certain product and explain its features and advantages. Try to show how a certain feature provides an improvement over the client's current solution, and how this advantage provides a clear benefit that fulfils his / her needs. 

Also try to observe your client's reaction - has he / she understood and accepted what you have said? Is your client pleased and enthusiastic, or confused? If you don't know - ask!

Having demonstrated your capabilities, offered solutions, and explained benefits, the next stage is obtaining commitment.