Features and Benefits Using SPIN Selling 2.0
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SPIN is based on the theory that relationship selling focuses on the customer. When presenting your product or solution, you want to tell your customer about the features and benefits (FAB) and how they’re a solution to a perceived problem. The product features explain what the product has to offer; some may be obvious and others small, but equally important.

 

Learning Objectives –
– Communicating Features and Benefits
– Obtaining Commitment with SPIN

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