Asked by wydia cooper on May 10, 2024
Verified
One of the worst mistakes a salesperson can make when using the FAB approach is to
A) list features without tying them to benefits.
B) let the customer do all of the talking.
C) fail to point out the disadvantages of the product.
D) overuse advantage statements.
E) refute claims of a competitor's product.
FAB Approach
Stands for Features, Advantages, Benefits - a sales and marketing strategy emphasizing a product's features, its advantages over competitors, and the benefits it brings to the customer.
- Recognize the importance of matching product features, advantages, and benefits (FAB) to customer needs.
Verified Answer
VP
Vincent PatturelliMay 16, 2024
Final Answer :
A
Explanation :
The FAB (Features, Advantages, Benefits) approach emphasizes linking product features to their advantages and ultimately to the benefits for the customer. Listing features without tying them to benefits fails to complete this crucial connection, making it a significant mistake in utilizing the FAB approach effectively.
Learning Objectives
- Recognize the importance of matching product features, advantages, and benefits (FAB) to customer needs.