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
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Example: let's consider such malaysia email list 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
The SNAP technique is based on four principles that a salesperson must follow to make successful sales:
Simple (ease): The buying process should be easy for the customer. The seller eliminates all questions and demonstrates how easy it is to make a purchase.
Example: "You can put this bike aside right now, and in two hours it will be waiting for you at the checkout. Feel free to browse other items, and then approach any cashier who will process your purchase."
Invaluable (value): the offer must be valuable to the buyer, offering not just a product, but a solution to his problem.
Align : If the seller has promised a discount, bonus or gift, the buyer must receive what was promised, otherwise he will feel deceived.
Priorities (priority): the client is motivated to make an immediate purchase. For example, through a special offer: "If you buy this tour right now, you can pay only 25% of the cost today, and the remaining amount - 10 days before departure."