This video details why most of us really have no clue how to actually sell effectively:
The “sell me this pen” quote was recently brought back into public prominence by Leonardo DiCaprio in “The Wolf of Wall Street”.
However, this hiring test for salespeople has been around forever and as you just learned, has had several offshoots of the idea, including selling ashtrays, napkins, and even paperclips. Basically any bland random supply item lying around a hiring manager’s office!
So what do all you salespeople out there think of the FAB method?
- Features first
- Advantages second
- Benefits last
Does this model have more potential for closing a sale than the more common features/benefits — features/benefits — ask for the sale method?