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Robert DeGroot
Features, Advantages, and Benefits - The persuasive language of selling
Features, Advantages, and Benefits - The persuasive language of selling
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$2.99 USD
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$2.99 USD
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The purpose of this ebook is to introduce you to using your product, service and company knowledge as a part of the selling process using the persuasive language of sales. The process itself is one in which the prospect is an active participant.
Learning Objectives:
• Define Functional Product, Service and Company Knowledge
• Identify how to derive Unique and Distinctive Selling Points (USP's and DSP's)
• Learn how to write in the persuasive language of sales: Features, Advantages and Benefits (FAB)
• Show the relationship between USP's, DSP's, and FAB's.
• 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 a quick three step model to sell value using the FABs you wrote
• Identify the types of FABs to pursue with different decision makers base on the types of decisions they make
Learning Objectives:
• Define Functional Product, Service and Company Knowledge
• Identify how to derive Unique and Distinctive Selling Points (USP's and DSP's)
• Learn how to write in the persuasive language of sales: Features, Advantages and Benefits (FAB)
• Show the relationship between USP's, DSP's, and FAB's.
• 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 a quick three step model to sell value 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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