Features, Advantages, and Benefits: The persuasive language of selling
Features, Advantages, and Benefits: The persuasive language of selling

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The “persuasive language of selling” includes knowledge of your product, service, or company that aids in the selling process. It becomes “functional product, service, and company knowledge when it’s converted to features, advantages, and benefits.This includes knowing your features as well as knowing how those features provide benefits to the customer. Knowing when a prospective customer might need a Feature requires knowing the signs, symptoms, or concerns a customer has when they don't have the Benefits provided by the Feature.It is up to you to develop this knowledge for all the products / services your company offers. In order to make product / service knowledge effective, you must be aware of your Unique Selling Points (USP).Learn how to:• Define Functional Product, Service and Company Knowledge• Identify how to find your Unique Selling Points (USP's)• Use your USPs to guide your research to uncover needs only you can meet.• Learn how to write in the persuasive language of sales: Features, Advantages, and Benefits (FAB)• Describe the process of creating an orientation for the prospect during a discussion/interview• Orient the prospect in areas where you are strong, the competitor is weak, and the customer has needs• Learn the FAB-TEA three-step value selling model using the FABs you wrote• Identify the types of FABs to pursue with different decision-makers base on the types of decisions they make

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  • Released: February 24, 2020
  • Author: Robert DeGroot
  • Rating: 4,9
  • Publisher: Ebook Digital Agent
  • Total Page: 250 pages
  • File Size: 20000 KB
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