Intermediate · 8 units · 50 minutes · NL
Overview
8 units
Match is the phase that harvests Probe. Only here do you deploy a FAB, because only here do you know the need to attach it to. This course trains the FAB structure (Feature, Advantage, Benefit), the difference between FABs for candidates, prospects, and clients, and what happens when you deploy a FAB before you know what the client feels.
For
Intermediate
Consultants who present FABs the client doesn't feel, or who use the same FAB on every call regardless of the conversation.
Outcome
By the end
Deploy a FAB the client recognises as an answer to the need they just expressed, not as a pitched feature.
2 sections, 8 units, 50 minutes total. Practice exercises and scored assessments per unit, plus reference material.
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