Basic Sales

Discussion in 'Growing and Managing a Business' started by pendelton, Mar 24, 2008.

  1. pendelton

    pendelton
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    Did you know that you can become a Sponsor Member here, letting you post your ad, and getting you increased exposure for your business?

    Yep, a sales pitch to become a sponsor for this site, but a good example nonetheless.

    Let's break this down to its basic parts.
    "Did you know that you can become a Sponsor Member here" is what in sales is called the Feature of the statement.
    then comes
    "letting you post your ad" is called the Advantage.
    followed by
    "getting you increased exposure for your business" which is called the Benefit.

    FAB statements are designed for you to sell the product, or service, you offer with minimum fuss and muss. There is NOT a product, or service, that can not be sold with the use of FAB statements. And online, this, and an image, is all you have.

    A website will give your business a 24/7 brochure, reducing the number of paper brochures your business uses, saving you money.

    F = A website
    A = Always available
    B = Saves money

    Always stress how the various features of the product or service will benefit them by the use of the advantage, and the biggest advantages will be to help them living large, save time, save money, or get ahead of their competition, or a combination of the four.

    This also works for your resume if you need to find a job. A feature of you is your education/work experience, the advantage is you know what you are doing, and the benefit to the possible employer is quick training time that saves them money.
    Or, if you do not have enough education/work experience to make the employer giddy with excitement you can change the advantage to being trainable to the standards they want and the benefit is that you will do things their way without previous methods being used that could mess things up.
     
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    #1 pendelton, Mar 24, 2008
    Last edited: Mar 24, 2008
  2. Fergal

    Fergal
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    That's a great post pendelton, thanks. I've often heard discussions of "features and benefits" in relation to sales tactics. The addition of "advantage" is a great addition and makes for an excellent anagram. That's a great advantage you gave of the Premium Membership here at Business Advice Forum.
     
  3. rachael24

    rachael24
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    Thanks for sharing this information. Where did you get this info from?
     
  4. pendelton

    pendelton
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    You are welcome.

    A sales class many a year ago, most of the stuff I post about is from memory and experience.
     

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