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A powerful selling technique used by successful salespeople today is benefit selling. In benefit selling, the salesperson relates a product's benefits to the customer's needs using the product's features and advantages as support. This technique is often referred to as the FAB selling technique.
FAB Selling:
A product feature is any physical characteristic of a product.
A product advantage is the performance characteristic of a product that describes how it can be used or will help the buyer.
A product benefit is a favorable result the buyer receives from the product because of a particular advantage that has the ability to satisfy a buyer's need.
Please fill in the blanks for the following examples using FAB technique.
Mobile phone
-Feature: Integrated email application - Advantage : -benefit :
Online training
-Feature: We offer over 350 different online courses. -Advantage: -Benefit:
financial reporting software
-Feature: One-click financial reports. -Advantage: -Benefit:
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