{"product_id":"2940149271252","title":"Features, Advantages, and Benefits - The persuasive language of selling","description":"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.\u003cbr\u003e\u003cbr\u003eLearning Objectives: \u003cbr\u003e • Define Functional Product, Service and Company Knowledge\u003cbr\u003e • Identify how to derive Unique and Distinctive Selling Points (USP's and DSP's)\u003cbr\u003e • Learn how to write in the persuasive language of sales: Features, Advantages and Benefits (FAB)\u003cbr\u003e • Show the relationship between USP's, DSP's, and FAB's.\u003cbr\u003e • Describe the process of creating an orientation for the prospect during a discussion\/interview\u003cbr\u003e • Orient the prospect in areas where you are strong, the competitor is weak and the customer has needs\u003cbr\u003e • Learn a quick three step model to sell value using the FABs you wrote\u003cbr\u003e • Identify the types of FABs to pursue with different decision makers base on the types of decisions they make","brand":"Robert DeGroot","offers":[{"title":"Default Title","offer_id":47165950591216,"sku":"2940149271252","price":2.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940149271252_p0.jpg?v=1764005548","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940149271252","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}