Pocket Sized Pep Talks

The Detergent That Destroyed A Sales Process

Episode Summary

Over 100 years ago, a detergent company came out with a splashy new product with a splashy new name. Fifty years later, a major corporation created a wonderful new sales process. The name of that process sounded so much like the name of the detergent that the corporation had to remove it from their training materials. But your host Rob, just couldn't let it go...

Episode Notes

In this Pocket Sized Pep Talk, Rob looks at a replacement for one of the most simple, and effective ways to recommend a product. He specifically discusses:

• The definition of "Features, Advantages, and Benefits."
• A replacement model for the classic "FAB Statements" called a, "FABEC Statement."
• A reminder that this, and all processes are guides and not straitjackets!
• The key differences between Advantages, and Benefits.

Fear not my sales friends, the detergent company has no claims on FABEC Statements!