fab法则(Fab rule)
Feature&Function (appearance, features, characteristics & functions, function), Advantage (strengths, advantages, benefits) and Benefit (interests, benefits, benefit, help and benefit), in accordance with the order of this structure, we can understand the sales structure for a persuasive speech is in sales, it reached the the effect is to make customers believe that your product is the best. However, in actual sales, sales staff, few people can say all kinds of products of FAB, most will put the above three kinds of interpretation such as: F confused, confusing the characteristics and advantages of A, A and B of the interests of interest confusion.
In view of this situation, we specifically pose the FAB edition &Function (attribute) reasonably, and specify the attribute of the product itself in the sales rule
Understanding of the properties: the appearance of the product appearance and characteristics.
The appearance of the outer scene: refers to the product and give people the impression.
Examples of clothing: class (suit, T-shirt), color, pattern, length, size, shape (collar type), fabric, process, etc..
Characteristics: the unique nature of the product; special quality, quality; distinguished from the market characteristics of conventional products, features, functions, functions.
For example: clothing products (high and low), the national quality inspection level (exemption...), special materials (waterproof, anti mosquito, windproof, warm, cold, warm, health care, environmental protection function, etc.), fashion, popularity, making special (design, equipment etc...).
(selling point) in the sales law, especially the selling point of the product itself
Selling point understanding: the advantages of the product itself, and can lead to the ess of the sum of factors.
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