Sales presentation

Need-Satisfaction

The need-satisfaction presentation method is the most difficult to master. The entire presentation is often a back and forth conversation between buyer and seller. For this reason, the salesperson needs to be able to adapt their style and the information they convey to the seller throughout the presentation.

The need-satisfaction method has several advantages.

• It is highly flexible and customizable.
• It is particularly well-suited for the sale of complex, highly technical products.
• It is most effective at uncovering and prioritizing buyer needs.

The primary drawback of the needs-satisfaction method is the open-ended conversational nature of the presentation process. This makes it a difficult method for less experienced salespeople to master.

As the name suggests, the salesperson begins by discussing the buyer’s needs, then clarifies and summarizes the buyer’s greatest need, and finally, demonstrates how their product will meet the buyer’s needs.