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FABE Sales Method

FABE Sales Method

2026-07-22 0 Report
FABE Sales Method
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Source
It was summarized by Guo Kunmo, Ph. D. in Business Administration at the University of Oklahoma in the United States and Dean of the School of Business at Chung Hsing University in Taiwan.
FABE sales method is a very typical profit sales method, and it is a very specific, highly operable profit sales method.
Through four key links, it skillfully handles the issues of customer concern, thereby successfully realizing product sales.
Content
F stands for Characteristics
The most basic functions such as product characteristics and characteristics
name
production
material
positioning
use
A stands for Advantages
That is, what functions do the product characteristics listed in (F) play?
Compare similar products and list the comparative advantages
List what makes this product unique
B represents benefits
Namely (A) The advantages of the product bring benefits to the customer
From the customer's perspective, stimulate customers 'desire to purchase by emphasizing the benefits and benefits they receive
E stands for evidence
That is, proving that (B) the interest does exist
Technical Report
customer rating
newspaper articles
photos
live demonstration
Sales process
List product characteristics
Explain the benefits of goods
Benefit to customers
Proof of ensuring that consumer needs are met
Customer problems
"Why should I listen to you?"
"What is this?"
"So what?"
"What good is it for me?"
"Who said that?"
"Who else has bought it?"
Sales sentence pattern
The standard sentence pattern is
"Because (characteristics)..., and thus (functions)..., for you (benefits)..., you see (evidence)..."
Feature
It describes the style, technical parameters, and configuration of the product;
is tangible, which means it can be seen, tasted, touched and smelled;
Is the answer "What is it?"
Function (Advantage)
It explains how features can be used;
is invisible, which means it cannot be seen, tasted, touched or smelled;
Answer,"What can it do..."
Benefit
It translates functions into one or more purchasing motivations, that is, telling customers how their needs will be met;
It is intangible: pride, self-esteem, desire to show off, etc.;
The answer was,"What benefits can it bring to customers?"
Evidence (Evidence)
It is to confirm to the customer the benefits you say;
It is tangible, visible and credible;
The answer was "How to prove the benefits of what you said?"
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