{"id":30190,"date":"2023-02-01T12:32:41","date_gmt":"2023-02-01T11:32:41","guid":{"rendered":"https:\/\/blog.presentationload.com\/?p=11141"},"modified":"2023-04-24T09:56:44","modified_gmt":"2023-04-24T07:56:44","slug":"needs-orientated-arguments-for-sales","status":"publish","type":"post","link":"https:\/\/www.presentationload.com\/blog\/needs-orientated-arguments-for-sales\/","title":{"rendered":"3 convincing sales arguments: Closing sales through needs-orientated arguments"},"content":{"rendered":"\n<p>You have developed your own product and you have done it so well, that you want to make lived of potential customers easier. But what does selling products actually depend on and how can you sell your ideas and products successfully?<\/p>\n\n\n\n<p>The <strong>management consultants of the English Huthwaite agency<\/strong> have gained some interesting insights on meaningful sales arguments. In this article, we will present these <strong>insights and three different types of needs-orientated arguments for sales.<\/strong><\/p>\n\n\n\n<p>The conclusion the Huthwaite agency came to, may not sound too surprising, but we cannot stress enough that:<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>The more <strong>time we invest in researching and formulating strong sales arguments,<\/strong> the <strong>bigger the revenues<\/strong> in the end.<\/p>\n<\/blockquote>\n\n\n\n<p>The management consultants of Huthwaite have, as many of you may have guessed, proven that <strong>the higher the percentage of selling points, the better the sale ends up working out.<\/strong><\/p>\n\n\n\n<p>Further, the agency has divided sales arguments into three different categories. The conducted study showed that all three types of argumentations are effective in different situations.<\/p>\n\n\n<style>.wp-block-kadence-spacer.kt-block-spacer-_0bbc16-20 .kt-block-spacer{height:20px;}.wp-block-kadence-spacer.kt-block-spacer-_0bbc16-20 .kt-divider{border-top-width:1px;height:1px;border-top-color:#eee;width:100%;border-top-style:solid;}<\/style>\n<div class=\"wp-block-kadence-spacer aligncenter kt-block-spacer-_0bbc16-20\"><div class=\"kt-block-spacer kt-block-spacer-halign-center\"><hr class=\"kt-divider\"\/><\/div><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-klein-1024x576.jpg\" alt=\"Gain more sales with these 3 needs-orientated arguments\" class=\"wp-image-11038\" title=\"\" srcset=\"https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-klein-1024x576.jpg 1024w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-klein-450x253.jpg 450w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-klein-768x432.jpg 768w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-klein.jpg 1140w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n<\/div>\n\n<style>.wp-block-kadence-spacer.kt-block-spacer-_081a69-f9 .kt-block-spacer{height:20px;}.wp-block-kadence-spacer.kt-block-spacer-_081a69-f9 .kt-divider{border-top-width:1px;height:1px;border-top-color:#eee;width:100%;border-top-style:solid;}<\/style>\n<div class=\"wp-block-kadence-spacer aligncenter kt-block-spacer-_081a69-f9\"><div class=\"kt-block-spacer kt-block-spacer-halign-center\"><hr class=\"kt-divider\"\/><\/div><\/div>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>#1: Logical, rational sales arguments<\/strong><\/h3>\n\n\n\n<p><strong>The first type of arguments is based on logical thinking<\/strong> and corresponds to the interests of the buyers. For this reason, these arguments work best when the clientele is well informed about the product and knows what they want. In this case, you will be <strong>more successful as a salesperson if you can convince with logical arguments and facts.<\/strong><\/p>\n\n\n\n<p>You should be able to present the prospect with <strong>facts and data about why your product is the best.<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>#2: Emotional arguments<\/strong><\/h3>\n\n\n\n<p>These types of arguments have the goal of <strong>arousing positive emotions and reducing fear amongst buyers.<\/strong> These arguments work best when the potential buyer does not have a specific preference and does not yet know what exactly they want.<\/p>\n\n\n\n<p>This is exactly when you can <strong>appeal to the emotions of your potential clientele. <\/strong>Make your audience feel something. This works, for example, with the help of storytelling and telling a story about how your product has already helped other people.<\/p>\n\n\n\n<p>For more tips on <a href=\"https:\/\/www.presentationload.com\/blog\/storytelling-in-ppt-presentations\/\">&#8220;Storytelling<\/a>&#8221; and &#8220;Emotions in presentations&#8221;, feel free to check out our blog post on the topic.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>#3: Moral arguments<\/strong><\/h3>\n\n\n\n<p>The third kind of arguments is about <strong>making the buyer aware that the purchase is a moral, right decision. <\/strong>These arguments work best when the buyer feels guilty for spending money and is not sure if the purchase is necessary. In this case, you can <strong>use moral arguments to convince your audience that the purchase is justified.<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Personal arguments<\/strong><\/h3>\n\n\n\n<p>In general, sales arguments are most successful when they are <strong>tailored to individual buyers.<\/strong> What works as an argument for one person may not work for another. For this reason, it is important to <strong>make sure that your arguments fit your target audience.<\/strong><\/p>\n\n\n\n<p>The <strong>first step<\/strong> for this is to find out what motivates the buyer to purchase something. <strong>What do they want to achieve with your product?<\/strong> Once you know this, it is easier to tailor your sales arguments to the potential buyers\u2019 goals.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Example: Needs-orientated arguments for car sales<\/strong><\/h3>\n\n\n\n<p>The reason why someone might want to buy a car, could be that they need to get from A to B for a job. In this case it makes sense to base the sale arguments on the safety aspects and fuel efficiency of the vehicle.<\/p>\n\n\n\n<p>On the other hand, someone might want to buy a car to impress friends or colleagues. In this case you can base your sales arguments on the design and luxurious elements of the car.<\/p>\n\n\n\n<p><strong>Tailoring your sales pitch to the individual buyers,<\/strong> means that you are more likely to successfully close the sales deal.<\/p>\n\n\n<style>.wp-block-kadence-spacer.kt-block-spacer-_45562b-97 .kt-block-spacer{height:20px;}.wp-block-kadence-spacer.kt-block-spacer-_45562b-97 .kt-divider{border-top-width:1px;height:1px;border-top-color:#eee;width:100%;border-top-style:solid;}<\/style>\n<div class=\"wp-block-kadence-spacer aligncenter kt-block-spacer-_45562b-97\"><div class=\"kt-block-spacer kt-block-spacer-halign-center\"><hr class=\"kt-divider\"\/><\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Important Key Points<\/strong><\/h2>\n\n\n\n<p>No matter how high or low your clienteles\u2019 motivation may be, there are a few <strong>key points that are important for every sales pitch.<\/strong><\/p>\n\n\n\n<p><strong>Create effective sales pitches with the following points:<\/strong><\/p>\n\n\n\n<p><strong>#1: <\/strong>As buyers are more likely to react to confident speakers, it is important that you <strong>start with a strong viewpoint.<\/strong> Start your sales pitch with conviction and <strong>show that you believe in your own product.<\/strong><\/p>\n\n\n\n<p><strong>#2: <\/strong>Make sure, that your audience get <strong>enough information about the product.<\/strong><\/p>\n\n\n\n<p><strong>#3: <\/strong>Personalize your story and <strong>show how your product has previously helped other people<\/strong> by using storytelling. Finally, <strong>close with a bang and reiterate the most important information<\/strong> about the product. Then say, why your audience should buy the product.<\/p>\n\n\n\n<p><strong>#4: <\/strong>Remember <strong>to think from a buyer\u2019s perspective <\/strong>when preparing your sales pitch! Make sure, that the needs-oriented arguments reach your audience and that they understand how they can profit from your product. Thus, you can <strong>achieve your goals more easily and gain new clientele in no time!<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Extra tip: Close sales through storytelling<\/strong><\/h2>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Screenshot-groser-klein-1024x576.jpg\" alt=\"needs-orientated arguments for more sales: use storytelling\" class=\"wp-image-11149\" title=\"\" srcset=\"https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Screenshot-groser-klein-1024x576.jpg 1024w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Screenshot-groser-klein-450x253.jpg 450w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Screenshot-groser-klein-768x432.jpg 768w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Screenshot-groser-klein.jpg 1140w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n<\/div>\n\n<style>.wp-block-kadence-spacer.kt-block-spacer-_10b963-87 .kt-block-spacer{height:20px;}.wp-block-kadence-spacer.kt-block-spacer-_10b963-87 .kt-divider{border-top-width:1px;height:1px;border-top-color:#eee;width:100%;border-top-style:solid;}<\/style>\n<div class=\"wp-block-kadence-spacer aligncenter kt-block-spacer-_10b963-87\"><div class=\"kt-block-spacer kt-block-spacer-halign-center\"><hr class=\"kt-divider\"\/><\/div><\/div>\n\n\n\n<p>Don&#8217;t just present something to your clientele to sell, <strong>tell them a story.<\/strong> A story, that they will remember and that motivates your audience to buy your product or invest in your idea.<\/p>\n\n\n\n<p>As a sales representative, you may always be looking for <strong>new and interesting ways to reach your target audience.<\/strong> And as it turns out, one of the most effective ways is also the essiest: <strong>Storytelling.<\/strong><\/p>\n\n\n\n<p>Your clientele are busy people who don&#8217;t have time to listen to long and boring sales pitches. They want to be involved and they want to know that <strong>you can solve their problem.<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Most sales pitches are boring<\/strong><\/h3>\n\n\n\n<p>The problem is that most sales pitches are boring and focus on the features of the product or service rather than the benefits. And they don\u2019t manage to create a connection with the audience. Don\u2019t just focus on the features, but instead focus on the benefits and on how your product or service can help your audience reach their goals.&nbsp;<\/p>\n\n\n\n<p>To find out more about needs-oriented arguments, have a look at our article on <a href=\"https:\/\/www.presentationload.com\/blog\/present-customer-benefits-of-ppt-topic\/\">\u2018Presenting Customer Benefits\u2019.<\/a><\/p>\n\n\n\n<p>When was the last time you listened to someone selling their product and thought: \u2018This is the best sales pitch ever!\u2019? Probably never. But you probably have been captivated by a good story before.<\/p>\n\n\n<style>.wp-block-kadence-spacer.kt-block-spacer-_4ebaca-44 .kt-block-spacer{height:20px;}.wp-block-kadence-spacer.kt-block-spacer-_4ebaca-44 .kt-divider{border-top-width:1px;height:1px;border-top-color:#eee;width:100%;border-top-style:solid;}<\/style>\n<div class=\"wp-block-kadence-spacer aligncenter kt-block-spacer-_4ebaca-44\"><div class=\"kt-block-spacer kt-block-spacer-halign-center\"><hr class=\"kt-divider\"\/><\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The best sales arguments tell a story<\/strong><\/h2>\n\n\n\n<p><strong>Don\u2019t try to sell your product or service to your audience right away.<\/strong> Instead, focus on connecting with your listeners and building trust.<\/p>\n\n\n\n<p>If you want to stand out and create an effective sales pitch, tell a story. Start with focusing on your audiences\u2019 needs. <strong>What are their problems? What are their goals?<\/strong> As soon as you have gained your audience\u2019s trust, you can start talking about your product or service.<\/p>\n\n\n\n<p>A story can speak to us on an emotional level, and that\u2019s what you need to do with your clientele. And when <strong>people feel emotionally connected to your brand<\/strong>, they&#8217;re much more likely to buy from you.<\/p>\n\n\n\n<p><strong>So how can you tell a story that actually sells? Here are three steps:<\/strong><\/p>\n\n\n\n<p><strong>#1: Start with your clientele in mind: <\/strong>Which problem do they want to solve? Your story should focus on the clientele, not on you or your product.<\/p>\n\n\n\n<p><strong>#2: Make your story understandable: <\/strong>Use examples and analogies that your audience can understand and relate to on a personal level.<\/p>\n\n\n\n<p><strong>#3: Let your story come alive: <\/strong>The best sales stories are vivid and detailed, almost like a movie scene playing out in the listener&#8217;s mind. Use strong language and active verbs to really bring your story to life.<\/p>\n\n\n\n<p>By following these steps, you can <strong>write a sales story that captivates your audience<\/strong> and leads to more business.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Storytelling increases your sales<\/strong><\/h2>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-3-klein-1024x576-1.webp\" alt=\"Hand shake: Get a sale by using needs-orientated arguments\" class=\"wp-image-11150\" title=\"\" srcset=\"https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-3-klein-1024x576-1.webp 1024w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-3-klein-1024x576-1-450x253.webp 450w, https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Handshake-3-klein-1024x576-1-768x432.webp 768w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n<\/div>\n\n<style>.wp-block-kadence-spacer.kt-block-spacer-_eaeed3-ae .kt-block-spacer{height:20px;}.wp-block-kadence-spacer.kt-block-spacer-_eaeed3-ae .kt-divider{border-top-width:1px;height:1px;border-top-color:#eee;width:100%;border-top-style:solid;}<\/style>\n<div class=\"wp-block-kadence-spacer aligncenter kt-block-spacer-_eaeed3-ae\"><div class=\"kt-block-spacer kt-block-spacer-halign-center\"><hr class=\"kt-divider\"\/><\/div><\/div>\n\n\n\n<p>With the right story, <strong>your sales pitch can be fun!<\/strong> For example, take this story of how we helped one of our clients increase their sales by 30%:<\/p>\n\n\n\n<p>The company struggled selling their product: They tried everything, but nothing seemed to work. <strong>They then came to us<\/strong>, and we sat down together and got to know more about their product, their selling process, their target market, and their audiences\u2019 problems.<\/p>\n\n\n\n<p>We the created a sales deck that focused on the unique benefits of the product and on how the product could solve the target markets\u2019 problems. The results were surprising. The company did not only manage to <strong>increase their sales by 30% but also managed to gain a loyal customer base<\/strong> that were impressed by the product.<\/p>\n\n\n\n<p>If you are struggling to sell your product or services, <strong>tell us your story.<\/strong> We will help you create a sales pitch that will appeal to your audience and get them excited about what you have to offer. <strong>\u25ba <\/strong><strong>To the <\/strong><a href=\"https:\/\/www.presentationload.com\/\">agency<\/a><strong><\/strong><\/p>\n\n\n<style>.wp-block-kadence-spacer.kt-block-spacer-_1bb09c-e2 .kt-block-spacer{height:20px;}.wp-block-kadence-spacer.kt-block-spacer-_1bb09c-e2 .kt-divider{border-top-width:1px;height:1px;border-top-color:#eee;width:100%;border-top-style:solid;}<\/style>\n<div class=\"wp-block-kadence-spacer aligncenter kt-block-spacer-_1bb09c-e2\"><div class=\"kt-block-spacer kt-block-spacer-halign-center\"><hr class=\"kt-divider\"\/><\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Conclusion: Sell your products through strong needs-orientated arguments!<\/strong><\/h2>\n\n\n\n<p>By using personalized arguments and appealing to your audience&#8217;s emotions, you can sell your product in no time. Follow our tips for this and see for yourself how you can close more deals than ever!<\/p>\n\n\n\n<p>Do you have questions about sales pitches or PowerPoint in general? Do not hesitate and contact us at <a href=\"mailto:info@presentationload.com\">info@presentationload.com<\/a>. We are always happy to help!<\/p>\n\n\n\n<p>Further articles, that could also interest you:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.presentationload.com\/blog\/storytelling-in-ppt-presentations\/\">Storytelling in Presentations \u2013 Connect emotionally with your audience!<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.presentationload.com\/blog\/create-powerpoint-flowcharts\/\">Create PowerPoint Flowcharts<\/a><\/li>\n\n\n\n<li><a href=\"Revealed: The 10 secrets for a perfect PowerPoint presentation\">Revealed: The 10 secrets for a perfect PowerPoint presentation<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.presentationload.com\/blog\/call-to-action-for-presentations\/\">Move your audience to (purchase) action with a Call to Action \u2013 the Right Way!<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>You have developed your own product and you have done it so well, that you want to make lived of potential customers easier. But what does selling products actually depend on and how can you sell your ideas and products successfully? The management consultants of the English Huthwaite agency have gained some interesting insights on&#8230;<\/p>\n","protected":false},"author":10,"featured_media":11146,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_kad_blocks_custom_css":"","_kad_blocks_head_custom_js":"","_kad_blocks_body_custom_js":"","_kad_blocks_footer_custom_js":"","_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"_kad_post_classname":"","footnotes":""},"categories":[134],"tags":[],"class_list":["post-30190","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-c_presentation-tips"],"acf":[],"taxonomy_info":{"category":[{"value":134,"label":"Presentation Tips"}]},"featured_image_src_large":["https:\/\/www.presentationload.com\/blog\/wp-content\/uploads\/Selling-Point-Titel-klein-1024x576-1.webp",1024,576,false],"author_info":{"display_name":"Tom Becker","author_link":"https:\/\/www.presentationload.com\/blog\/author\/tom\/"},"comment_info":0,"category_info":[{"term_id":134,"name":"Presentation Tips","slug":"c_presentation-tips","term_group":0,"term_taxonomy_id":134,"taxonomy":"category","description":"<strong>Create a professional PowerPoint presentation on your (business) topic that resonates with the audience and stays in their minds. Perfect your presentation speech to match! In this section, we are sharing many helpful and effective tips &amp; tricks for the creation of your presentation and the associated speech with you. Benefit from the tips of our PowerPoint experience of 25 years! <\/strong>\r\n\r\nHere you will find tips on how to prepare your presentation in a target-oriented way, all the way to effective tips on how to create and hold presentations...\r\nFor a varied and at the same time professional presentation speech \u2013 whether on site in front of an audience or online \u2013 use targeted techniques, such as rhetoric, to underline your statements and achieve your goals. Also, use features of PowerPoint to deliver your presentation skillfully. Use the PowerPoint speaker view, or a time display to keep track of the remaining presentation time.\r\n\r\nSkillfully assemble your slides and heed our tips to impress your audience with a professional presentation and a perfected speech and achieve your goals.","parent":0,"count":126,"filter":"raw","cat_ID":134,"category_count":126,"category_description":"<strong>Create a professional PowerPoint presentation on your (business) topic that resonates with the audience and stays in their minds. Perfect your presentation speech to match! In this section, we are sharing many helpful and effective tips &amp; tricks for the creation of your presentation and the associated speech with you. Benefit from the tips of our PowerPoint experience of 25 years! <\/strong>\r\n\r\nHere you will find tips on how to prepare your presentation in a target-oriented way, all the way to effective tips on how to create and hold presentations...\r\nFor a varied and at the same time professional presentation speech \u2013 whether on site in front of an audience or online \u2013 use targeted techniques, such as rhetoric, to underline your statements and achieve your goals. Also, use features of PowerPoint to deliver your presentation skillfully. Use the PowerPoint speaker view, or a time display to keep track of the remaining presentation time.\r\n\r\nSkillfully assemble your slides and heed our tips to impress your audience with a professional presentation and a perfected speech and achieve your goals.","cat_name":"Presentation Tips","category_nicename":"c_presentation-tips","category_parent":0}],"tag_info":false,"_links":{"self":[{"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/posts\/30190","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/comments?post=30190"}],"version-history":[{"count":0,"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/posts\/30190\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/media\/11146"}],"wp:attachment":[{"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/media?parent=30190"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/categories?post=30190"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.presentationload.com\/blog\/wp-json\/wp\/v2\/tags?post=30190"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}