How can you use the FAB technique to present your offer in a compelling way?

Forget dry descriptions, let's FABulize my offer! Here's how I'd captivate prospects with features, advantages, and benefits: - Hook 'em with a Feature - Highlight the Advantage - Paint the Benefitful Picture - Add the FABulous Touch - Close with a Clear Call to Action Remember, FAB isn't just a formula, it's about understanding your audience's needs and desires. Speak to their pain points, ignite their imagination, and showcase the transformative power of your offer. With a dash of FAB, you'll turn features into irresistible opportunities!

Específicamente en venta de SaaS, es interesante la venta con el método FAB, ya que las características están definidas por sí solas: Solución en la nube, pagas lo que usas, es un servicio no un producto. Y esas mismas características prácticamente se convierten en ventajas. Finalmente, en el tema de beneficios es importante que sea muy personalizado, pues cada empresa va tener dolores diferentes por tanto el beneficio será individual y lo encontraremos escuchando al cliente.

The FAB (Features, Advantages, Benefits) technique is a powerful way to present your offer compellingly. Start by outlining the features of your product or service, highlighting its unique attributes. Then, delve into the advantages these features provide, explaining how they address specific customer needs or pain points. Finally, emphasize the benefits, illustrating the positive impact on the customer's business or life. By systematically progressing from features to advantages and ultimately to benefits, you create a persuasive narrative that not only showcases the value of your offer but also resonates with the customer's interests and priorities, making your pitch more compelling and customer-centric.

Sales is nothing but telling a story, and you can use FAB to build a compelling story that talks directly to your Client/Customer. This would also depend on how well you know your product, market, and customer.

The FAB technique, which stands for Features, Advantages, and Benefits, is a powerful way to present your offer compellingly. Start by outlining the Features of your product or service, highlighting its unique aspects. Then, transition to the Advantages, explaining how these features translate into specific benefits for the customer. Finally, focus on the Benefits, emphasizing the positive outcomes or solutions that your offer provides. By structuring your presentation around FAB, you not only showcase the features but also convey their practical value, making your offer more persuasive and customer-centric.

One tool to identify your FAB vis-a-vis your custoimers' needs and your competitors' offerings is to create a competitive matrix. 1st, you list down 5-9 of the customers' priorities. Then, for each priority you add a weight to indicate how important is it to them. 3rdly, you score yourself for each of your customer's priority. After that, you score your competitors' offerings according to the customers' priorities, and compare those with your own scores. With this matrix, you'll have a list of features that are relevant to the customers' priorities , and how you benefit them. You'll also find out which are the features that you have advantages over your competition, and which parts you'd have to manage your customers' expectations.

Instead of starting with your feature, start with what the outcomes the customer want: "Mr. customer, I understand that reducing energy consumption is one of your primary objectives. Our product has got a xyz feature that will reduce energy consumption by up to 20% per annum (advantage). Given the volume of your production, this translates to approximately $10,000+ savings every year (benefit). Would this be something taht you'd like to explore further?" Do note to use metrics in your benefit statement, i.e. can the benefit be quantifiable (ideal), observable or at the very least, palpable?

En este mundo digital en el que vivimos la información y las oportunidades están dondequiera. En ocasiones los mismos clientes solicitan información sobre productos/servicios con ciertas características y es ahí donde podemos aprovechar para ofrecer si nuestra solución cumple con ellas y además reforzar con la técnica FAB, mencionando las ventajas (que si son comparativas con otras opciones del mercado maximizaremos los buenos resultados) y los beneficios para un convencimiento 100%.

Haciendo un resumen de las características, ventajas y beneficios de la solución ofrecida antes de la propuesta comercial y antes de finalizar la reunión, de esta manera se refuerza lo conversado. Al momento de hacer el llamado a la acción (CTA) se puede crear un efecto FOMO (fear of missing out), es decir, crear miedo o empujar al cliente a la acción al darse cuenta lo mucho que podría perder si no implementa ahora y no empieza a gozar de los beneficios de la solución.

There are 2 aspects that the salesperson must address when closing: 1) What will be the negative consequences if the customer does nothing; and 2) what will be the benefits if the customer starts using your products and solutions. Do note to use metrics in when stating your benefits, i.e. can the benefit be quantifiable (ideal), observable or at the very least, palpable?

Not every customers is in need of the FAB products and features being pushed onto him/her. I would advice - Create a need - Educate the customer to go one step further - Make him feel the life he will have - Offer guidance on usage and after services - Add him to your list of customers for life ! Good Reputation is your best friend

In the opening to this article, the definition of benefits: “Benefits are the emotional or personal value that your product or service can provide, such as happiness, satisfaction, confidence, or peace of mind…,” is too squishy. Benefits only exist in a buyer’s mind once the buyer has decided to act. The emotional or personal value of a thing is meaningless unless a Buyer decides they must act to solve a problem or capture an opportunity. Until that happens, anything that comes out of a seller’s mouth is, at best, and advantage. (See Rackham’s definition of Explicit Needs, Features, Advantages, and Benefits in his book, SPIN Selling.)