Posts Tagged ‘Cruise Control’

One of the longest standing, most respected and basic presentation methods is F.A.B. Selling.  I do not know who first identified this method, but I learned it from Larry Wilson in a Sales Sonics course in the late 1960s.  The abbreviations stand for Feature, Advantage and Benefit.  Many salespersons would tell you that they understand F.A.B. Selling.  My 40+ years experience in sales training has taught me that this is not necessarily so.  When salespersons say they understand it, what that has usually meant is that they know that prospects do not ...