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FAB – Features, Advantages & Benefits

Description

The aim of this module is to provide the learner with a fundamental understanding of the FAB framework, a vital tool for sales professionals. By mastering this framework, participants will effectively communicate the features, advantages, and benefits of their products or services.

This module will cover:
  • Understanding what we mean by Features, Advantages and Benefits.
  • Identifying the specific features, advantages and benefits that will enable a product or service to achieve the required goal.
  • How forming an effective FAB statement will establish a clear connection for prospects who have a specific problem or pain point.
On completion of this module, learners will be able to:
  • Describe the FAB model.
  • Understand how they can use features, advantages and benefits effectively.
  • Explain the importance of FAB statements.

Module Structure:

LEARNING OBJECTIVES
Aims and Learning Outcomes

TOPIC 1: FAB: AN INTRODUCTION
FAB
Features, Advantages and Benefits Explained
What’s In It For Me? (WIIFM)
Summary
Knowledge Check

TOPIC 2 FEATURES, ADVANTAGES AND BENEFITS
The FAB Model
Advantages
Benefits
Summary
Knowledge Check

TOPIC 3: THE FAB FRAMEWORK
The FAB Framework
FAB Statements
The Feature Benefit Matrix
Summary
Knowledge Check

END OF LEARNING MODULE
End of Learning Module Summary

The learning module plus the assessment module will take approximately 60 minutes to complete.

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