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benefits
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F FEATURE WHAT IT IS
A ADVANTAGE WHAT IT DOES
B BENEFIT WHAT IT MEANS TO
GET MORE BUSINES
F A B
BECAUSE … THIS ENABLES … WHICH MEANS …
Ø Benefits related to the service offered .
Ø Benefits to the client as a person.
Ø Benefits to other people important to the client.
Ø Benefits build a case and, potentially, build a stronger case than the competition.
BENEFITS
How you identify/ articulate the results customers will get from working
with you – you must prove the value of what you are offering.
Think in terms of solutions and benefits.
Look at your literature and proposals. Is it all company facts and features
rather than how your service will benefit your customers? The simple test:
ASK YOURSELF: SO WHAT?
