Fred Abaroa

I've been know to turn simple statements into great selling statements. This last week at a sales training for InXpress I met Ken Brockbank who has a word for this. It is called FABB, which stands for Features, Advantages, Benefits, Real Benefits. Let me show you how it works on this simple statement, "InXpress can offer multiple shipping solutions in one simple invoice."

Feature (What it is!): "Because Inxpress offers multiple shipping solutions in one simple invoice..."

Advantage (What it does!): "...you wont have the hassle of sorting out all the invoice from different carriers."

Benefit: "Which means more time for you to sell more product..."

Real Benefit: "Which really means to you a good nights rest knowing you got the best price and saved time and money by choosing InXpress for your international and freight solutions"

Easy wasn't it. Again what is the feature, the advantage, the bennefit to the company, and the personal bennefit to the person with who you are talking. Try one for your self by leaving a comment.

Credibility Statement:

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Feature: What it is ("Because of...")

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Advantage: What it does ("You can...")

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Benefit: ("Which means to you...")

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Real Benefit: ("Which really means to you...")

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And, as always, if you need help call on me,

Fred Abaroa aka “CostaVidaFred”
The Marketing Imagineer

Twitter: @CostaVidaFred
Blogs:
www.CostaVidaFred.com
Podcasts:
WordOnTheTweet.net
MakingMountainsOutOfMoleHills.com