by Adam Basheer, on 25-Aug-2023 13:08:02
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? …
Read Storyby Adam Basheer, on 07-Mar-2023 11:00:00
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 …
Read Storyby Adam Basheer, on 03-May-2018 12:41:07
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 …
Read Storyby Adam Basheer, on 04-Dec-2017 16:22:00
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 …
Read Storyby Adam Basheer, on 07-Dec-2016 12:07:28
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 …
Read Storyby Adam Basheer, on 24-Nov-2016 16:00:00
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 …
Read Story