How to use purchase motivations in your sales presentation?

People have different (overlapping) purchase motivations. Being aware of these can assist you in developing a better presentation that can generate more sales. Addressing the different purchase motivations can lead your audience not to feel forced to buy something but feel motivated to buy what you have to offer. Address the following 6 purchase motivations in your presentation (directly or indirectly):

1) Innovation

2) Pride

3) Comfort

4) Money

5) Security

6) Empathy


Individuals are more or less sensitive the above mentioned purchase motivations. You need to tailor your sales presentation based on the members of your audience and the strengths (and weaknesses) of what you have to offer.