From the course: The 52 Best Sales Prospecting Tips

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Use FAB

Use FAB

From the course: The 52 Best Sales Prospecting Tips

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Use FAB

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- Sometimes communicating the value of your product or service to the customer is hard. You've shown them everything. All the bells and whistles and exciting new features, all the things your engineers and design team spent so long perfecting. But, they're just not getting it. They just not understanding how it will benefit them in their world. Well, there's a technique for overcoming just that. It's called FAB selling. That's spelled F A B. So, what does that stand for? F stands for features, A stands for advantages and B stands for benefits. Features are exactly that. A feature of the product. Advantages are the positives that those features deliver. And benefits are the fruit of those positives. It's what affects the features have on the prospect's world and the benefits they'll gain by buying the product or service. Let's have a look at some examples. Let's say you're a car salesman and you're selling…

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