How do you use the FAB technique to deliver a powerful trial close?

1 What is the FAB technique?

The FAB technique is a method of highlighting the value of your product or service by linking its features, advantages, and benefits. A feature is a specific characteristic or attribute of your product or service, such as its size, color, speed, or price. An advantage is a positive outcome or result that your product or service can provide to your prospect, such as saving time, money, or hassle. A benefit is the emotional or personal impact that the advantage has on your prospect, such as making them feel happier, more confident, or more satisfied.

2 How to apply the FAB technique to your sales presentation

To use the FAB technique effectively, you need to do some research and preparation before your sales presentation. First, you need to identify the features of your product or service that are relevant and appealing to your prospect. Second, you need to analyze the advantages that each feature can offer to your prospect, based on their needs, goals, and pain points. Third, you need to translate the advantages into benefits that resonate with your prospect's emotions, values, and motivations. Finally, you need to structure your sales presentation in a way that showcases the FAB of your product or service, using stories, examples, and testimonials.

3 Examples of trial close questions using the FAB technique

Once you have presented the FAB of your product or service, you can use trial close questions to check your prospect's interest and readiness to buy. These questions are open-ended, inviting your prospect to share their thoughts, feelings, and feedback. For example, you could ask how a particular feature would help them achieve their goal, what they like most about an advantage you offer, how a benefit would make a difference in their situation, how they feel about the solution you have for them, and how it compares to other options they have considered.

4 Tips for using the FAB technique to deliver a powerful trial close

The FAB technique is a powerful tool to create value and rapport with your prospect, but it also requires skill and finesse to use it effectively. To make the most of the FAB technique for a powerful trial close, customize your FAB to the prospect's specific needs, goals, and pain points. Engage in active listening and probing questions to understand their perspective and objections. Speak with positive and confident language to convey enthusiasm and credibility. Use stories, examples, and testimonials to illustrate and support your FAB. Lastly, vary trial close questions to test the prospect's temperature and interest.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?