Explain benefit selling (FAB).
What are the components of an effective sales presentation?
Benefit Selling or FABS (feature,advantage or benefit) is a selling technique in which the seller ties every feature with an advantage or benefit that the customer wants or thinks is desirable (http://www.businessdictionary.com/definition/features-advantages-benefits-selling-FABS.html). This is a great way to emotionally link the consumer to a product. An example of this was written in the New York Times today (http://www.nytimes.com/2011/07/28/fashion/at-makeup-alley-advice-from-online-peers.html) ...
This solution explains benefit selling and discusses the components of an effective sales presentation. It includes links and examples.