Benefit Selling technique-Automobile industry

Benefit selling is the sales technique asserting on the benefits the product/service provides to the customer.

We will try to understand the various approaches used in the automobile industry.

With the help of examples, we will see the various selling pitches that need to be followed.

The bottom line of benefit selling technique- All customers are interested in the benefits the product/service could deliver. The rule becomes even more powerful for price sensitive customers.

Sales Technique-FAB approach or FB approach

We have frequently heard that instead of selling features we must sell benefits to customers.
The most prominent FAB approach is illustrated below:

Benefit is customer-centered. A superb product could be left unsold if the customer fails to see a benefit through it.Thus, focus should always be on the benefit that the customer will have from the product.

Let`s look at a small eg. If a salesman is selling a pen to a housewife, FAB approach will be used as below:
Feature- It`s a pen which could write
Advantage- It could be used for writing beautifully and at a good speed.
Benefit- Your son will be able score wonderful marks in the exams due to the beautiful writing and great speed achieved through this pen.















For the purpose of simplicity, it is great if we use the FB approach ie. A one line mention of the feature and then moving straight to the benefits that the customer will derive out of the product.