Posts Tagged ‘Fab’

Have you ever noticed the “pitch men” on the television commercials?  The next time you see one, do not dismiss the commercial.  Pay close attention!  If you listen carefully, you will likely hear some “great sales techniques.” For example, have you ever heard one of these “pitch men” saying something like this?  “If you order two boxes of our “Super Suds” dishwasher detergent today we will give you a third box free.”  Or perhaps you have heard something like this.  “Call within the next 10 minutes and we will include ABSOLUTELY FREE our handy dandy, super absorbent, long lasting, specially imported, ...

Communicating with one another is an interesting process.  We use words to help each other understand what we want each other to know.  However, when we say a word, the other person does not really envision the word we have said.  For example, when we say the word “dog,” the person does not see in their mind the three letters “d o g.”  The person will see in their mind an image of a dog.  So what actually happens when communicating is that we paint “word pictures” in the mind of the person to ...

Do You Have an “Elevator Speech?” The other day my son called me.  He is a new, but already successful, young internet entrepreneur.  He told me that he had been invited to a luncheon of businessmen and that he would be given 60 seconds to introduce himself to the group.  He told me that he had gone onto this web site to use the FAB Script writing tool to prepare what he proudly referred to as his “Elevator Speech.”  (If you are a member of this site, you have free access to this great tool.)  It is obvious that he had ...

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 ...

Sales Presentation: What Causes the Prospect to Buy NOW?

What Causes a Qualified Prospect to Buy … and to Buy Now? A prospect buys all products/services on emotion!  However, there must be a “logic safety net” in place when he reaches the “Buy Zone,” so he can justify his emotional decision. What causes a qualified prospect to buy and buy now?  The answer is: a professional salesperson has taken a prospect into the “Buy Zone” and then closed.  What is the “Buy Zone?”  The “Buy Zone” is that point in time when our prospect has bought our ...