by Adam Basheer | Aug 25, 2023 | FAB Techniques, Sales Methodology, Sales Strategies
FAB = Feature Advantage Benefit You may have already heard of features and benefits, however, did you know that it is the advantage that provides the link between the two? This is an often overlooked part of the sales and marketing process. The terms...
by Adam Basheer | Mar 7, 2023 | FAB Techniques, Sales Methodology, Sales Strategies
Perhaps the simplest and yet most effective sales methodology is the FAB technique. It can be used in almost any sales environment; retail, B2B and B2C sales. There are many sales methods and techniques available but this is perhaps the best for more mastering...
by Adam Basheer | May 3, 2018 | Sales Methodology, Sales Strategies
Some time ago I was speaking to a managed service provider who had a sales call to sales rate of 10:1. That is, for every 10 initial meetings they had with a new prospect they achieved one sale. I had to ask myself “what is this costing them?” and “what would happen...
by Adam Basheer | Dec 4, 2017 | Customers, Lead Generation, Sales Methodology
Understanding the sales funnel and the different stages that potential customers travel through can help you dramatically increase the amount of customers your business receives. A sales funnel is the process that customers travel through when considering a purchase...
by Adam Basheer | Dec 7, 2016 | FAB Techniques, Marketing Plan, Sales Methodology
The sales presentation is a much ignored part of the sales process. When you go to courses or read posts on this subject you are presented with items like how to prospect for leads, sales systems, CRM tools and more. These are all great and I commend their...
by Adam Basheer | Nov 24, 2016 | FAB Techniques, Sales Methodology, Value Proposition
A value proposition is an effective statement or combination of statements which describe your business to customers in a manner which will make them want to engage with you and buy from you. It will often include: What product or service is your company selling? What...
