10 Ways to Close Net New Business #3 of #10

Art PostVIP 7/13/1510:41 PM

We all remember FAB right? For those of you that don't the what the acronym stands for. It's Feature, Advantage and Benefit. Back in the eighties and nineties I can remember making a bullet list of all of the features for the Minolta copiers I sold. In the next column I would list the Advantage of the Feature to the client and then in the final column was the Benefit that was derived from those features. During the demonstration we would drill every feature, then the advantage and then the...

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