Why Offering Too Many Features Can Kill the Deal
Update: 2023-09-06
Description
Prospects search for features, but they buy advantages and benefits.
They equate features with price perception, thinking more features mean a heftier price tag and complexity. On the flip side, they associate benefits with value.
In this episode, we're going to be your bartenders, mixing up the perfect cocktail of sales success. Join us as we reveal the secret recipe, the right proportions of features, advantages, and benefits that will have your prospects raising their glasses to your pitch. Get ready to stir up your sales game like never before!
(0:00 ) Introduction to the episode
(0:31 ) Understanding FAB - Features, Advantages, and Benefits
(3:11 ) Practical Examples of FAB in everyday products
(4:25 ) Mastering FAB: From Padawan to Jedi
(7:14 ) The Power of FAB: Reaching Yoda Level
(10:33 ) Identifying Emotional Triggers in Prospects
(12:01 ) Closing Remarks and Preview of Next Episode
They equate features with price perception, thinking more features mean a heftier price tag and complexity. On the flip side, they associate benefits with value.
In this episode, we're going to be your bartenders, mixing up the perfect cocktail of sales success. Join us as we reveal the secret recipe, the right proportions of features, advantages, and benefits that will have your prospects raising their glasses to your pitch. Get ready to stir up your sales game like never before!
(0:00 ) Introduction to the episode
(0:31 ) Understanding FAB - Features, Advantages, and Benefits
(3:11 ) Practical Examples of FAB in everyday products
(4:25 ) Mastering FAB: From Padawan to Jedi
(7:14 ) The Power of FAB: Reaching Yoda Level
(10:33 ) Identifying Emotional Triggers in Prospects
(12:01 ) Closing Remarks and Preview of Next Episode
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