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销售员在面对顾客的时候总是讲不清楚,或者没把心里的话很好的表达出来。而资深的销售人员在销售中慢慢形成了一种叙述产品的方式,这就是———FAB。F特征(Features):产品的实际情况,直接通过外部环境可以看见的。即商品的外形,包括版型、颜色、材质等。A优点(Advantage):根据特点引申出来的产品优点。B好处(Benefit):根据顾客的角度出发讲解产品优点对顾客带来的好处。如果是服装,即产品穿在顾客身上能把
The salesperson always speaks unclearly in the face of the customer or does not express the words in his heart well. The senior sales staff in the sales slowly formed a way to describe the product, this is --- FAB. F Features: The actual situation of the product, directly visible through the external environment. The shape of the product, including version, color, material and so on. A Advantage (Advantage): According to the characteristics of products derived from the advantages. Benefit: According to the customer’s point of departure to explain the advantages of products to the customer benefits. If it is clothing, that is, the product can be put on the customer’s body