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FAB – Features, Advantages, Benefits

What does FAB stand for?

FAB stands for Features, Advantages, and Benefits. FAB is a methodology businesses use to understand why people buy their products or services, so they can align their marketing and sales strategies accordingly.

 

Elements of the FAB Model

Using FAB, you can take a multi-faceted approach to understanding your customers’ needs:

 

Features – Information about the product or service

Advantages – The advantages of using your product or service

Benefits – How the purchase benefits the buyer personally

 

It is important to ask your prospects and customers what features, benefits and advantages are most important to them.

 

When you know that, then you can explain to them how your product provides the advantages and benefits they are looking for.

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