FAB of Selling

I learned this fundamental principle from our company President while attending a seminar. He expertly weave this principle thru his personal selling anecdote. He goes on share the "FAB" of selling.

FAB means - Features, Advantage and Benefits. In other words, sell the Features, Advantage and Benefit of any product or idea.

The concept hit the nail on the head. And as usual, the practical part of me got into work. I ended up teaching my 2 boys how to wear selling hats all the time. For example, I asked them about 3 questions below.

1. You are selling crayons to students who already own one or two. How are you going to do that?
2. You are convincing P4 students to take swimming lessons. Remember they are already enrolled on 2 or 3 other lessons. How?
3. You are selling new computer game to your friends. However, they already have Xbox and PSP2. How do you sell?

Their responses were far from idea. Ranging from the comedy to insanity:) But given this seed idea in their minds, I hope one day, they'll realize the full benefit of it.