Fab – an introduction
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A simple presentation describing FAB - Feature/Advantage & Benefit and how should it be used as an effective sales tool.
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![FAB – An Introduction
Presented by [Manish Nautiyal]](https://image.slidesharecdn.com/fabanintroduction-150615133003-lva1-app6891/85/Fab-an-introduction-1-320.jpg)
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Fab – an introduction
- 1. FAB – An Introduction Presented by [Manish Nautiyal]
- 2. The most asked and most important question. W I I F M What’s In It For Me?
- 3. The most effective method to answer. F A B Features – Advantage – Benefit
- 4. Features Features are a factual attribute of your product or service. Examples: • Samsung Galaxy Note – “This stylish smart phone comes with a Super AMOLED display,” • Blackberry Bold – “Its a business smart phone with a world-class qwerty keypad,” F
- 5. Advantage Advantages are a positive description of what the feature means and are the link through to benefits. Such as, • “which makes the display 5x brighter and clearer than ever before….” • “and it’s great for typing your messages, replying emails and for your chatting too,” A
- 6. Benefits! Benefits are what the advantages mean to the prospective customer and explain the WIIFM factor. This is the return or value that the product or services provides. • “so that you enjoy an amazing multimedia and gaming experience to have loads of fun!” • “which lets you easily manage your work and fun with friends together on the go!” B
- 7. Getting FAB right. There are four steps: 1. Identify the important features of your product or service 2. For each feature identify one or more advantages 3.For each advantage identify one or more benefits 4. Put the features, advantages and benefits together in compelling statements and practice using them. Try them in the FAB order and then reverse going from benefit through "because" to the advantage and feature.
- 8. Getting FAB right. Example: “This computer will make a huge improvement to your productivity (benefit) because it is one hundred times faster than your existing PC ( advantage) thanks to the XYZ rocket 7 (feature) which is the very latest on the market (feature).”
- 9. The Balance 1. What If You Only Sell Features? The pitch is not relevant – No motivation. 2. What If You Only Sell Benefits? The pitch lacks substance – Its just a claim. 3. What If You Sell On Features & Advantages? The pitch lacks personalization!
- 10. Summary: “FAB method is the way the answer to the everlasting question – WIIFM and hence it helps the customer to decide and to crack sales. ”
- 11. ?
- 12. Thank you!!