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Posted: Sat Jan 18, 2025 8:56 am
Using stories about real people attracts attention. If a show business star has purchased a product that interested a store visitor, this serves as social proof of the demand and high quality of the product.
"Can you imagine, Dima Bilan recently bought the same dishwasher in our store. He spent a long time choosing, asking questions, the entire department was worried, but in the end he settled on this model."
"At the film festival, actress Elena Yakovleva appeared in our eco-fur coat. Can you imagine?"
This is a really strong incentive to buy. The main thing is that the person is well-known, with a positive or neutral reputation.
In the online trade sphere, storytelling is amazon data package used even with fictional characters. The main task is to tell a fascinating story in which the user can see a reflection of his personality.
Download a free selection of tools for calculating KPIs and increasing marketing metrics
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
Read more posts on my personal blog:
Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you 6 of the most valuable documents that we have developed for our clients.
Step-by-step guide to creating marketing KPIs
Template for calculating KPIs for a marketer
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
How to make KPI for the sales department so that profits grow by 20% or more?
Step-by-step template for calculating KPIs for OP managers
Checklist of 12 main indicators for website promotion
Find out what metrics are needed to properly optimize your website
40 Services for Working with Blog Content
We have collected the best services for working with content
How to define your target audience without mistakes?
A proven guide to defining a company's target audience
Download the collection for free
pdf 8.3 mb
doc 3.4 mb
Already downloaded
153319
FAB
The FAB technique is ideal for effective cold sales, where the emphasis is not on the technical characteristics of the product, but on the advantages and benefits that they provide to the buyer.
To successfully apply this scheme, the seller must consciously master the following aspects:
Features (characteristics): definition of five key characteristics of the product.
Advantages: Identify five benefits of purchasing a product from a given seller.
Benefits: Identify five benefits a buyer will receive from purchasing a product.
FAB
Source: shutterstock.com
Example: let's consider such a characteristic as the size of a business suit. The advantage is that the suits are tailored to the body types typical of the inhabitants of a particular region. The benefit for the buyer is that it perfectly emphasizes the advantages of the figure.
Another characteristic is the type of fabric. Advantage: does not wrinkle, does not require ironing. Benefit: saved time, which the buyer usually spends on ironing.
After presenting the benefits, the salesperson engages the buyer by asking engaging questions: “How important is this to you? What do you think about it?”
This is an invitation to dialogue where the buyer can express their needs and questions.
SNAP
"Can you imagine, Dima Bilan recently bought the same dishwasher in our store. He spent a long time choosing, asking questions, the entire department was worried, but in the end he settled on this model."
"At the film festival, actress Elena Yakovleva appeared in our eco-fur coat. Can you imagine?"
This is a really strong incentive to buy. The main thing is that the person is well-known, with a positive or neutral reputation.
In the online trade sphere, storytelling is amazon data package used even with fictional characters. The main task is to tell a fascinating story in which the user can see a reflection of his personality.
Download a free selection of tools for calculating KPIs and increasing marketing metrics
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
Read more posts on my personal blog:
Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you 6 of the most valuable documents that we have developed for our clients.
Step-by-step guide to creating marketing KPIs
Template for calculating KPIs for a marketer
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
How to make KPI for the sales department so that profits grow by 20% or more?
Step-by-step template for calculating KPIs for OP managers
Checklist of 12 main indicators for website promotion
Find out what metrics are needed to properly optimize your website
40 Services for Working with Blog Content
We have collected the best services for working with content
How to define your target audience without mistakes?
A proven guide to defining a company's target audience
Download the collection for free
pdf 8.3 mb
doc 3.4 mb
Already downloaded
153319
FAB
The FAB technique is ideal for effective cold sales, where the emphasis is not on the technical characteristics of the product, but on the advantages and benefits that they provide to the buyer.
To successfully apply this scheme, the seller must consciously master the following aspects:
Features (characteristics): definition of five key characteristics of the product.
Advantages: Identify five benefits of purchasing a product from a given seller.
Benefits: Identify five benefits a buyer will receive from purchasing a product.
FAB
Source: shutterstock.com
Example: let's consider such a characteristic as the size of a business suit. The advantage is that the suits are tailored to the body types typical of the inhabitants of a particular region. The benefit for the buyer is that it perfectly emphasizes the advantages of the figure.
Another characteristic is the type of fabric. Advantage: does not wrinkle, does not require ironing. Benefit: saved time, which the buyer usually spends on ironing.
After presenting the benefits, the salesperson engages the buyer by asking engaging questions: “How important is this to you? What do you think about it?”
This is an invitation to dialogue where the buyer can express their needs and questions.
SNAP