20. OrganizingThePresentation
Featureactionbenefit(FAB)
In this method, you start with the feature and explain its action and then come up with the
benefit
Benefitactionfeature(BAF)
In this method of organization, you start with the benefit and then prove it with the action and
relatethisactiontothefeature.
27. Phase4Closing
The NA=GA Close – NA=GA stands for Needs Assessment gets you answers –In this technique you are reiterating
thereasonsyouhaveassessedwithyourpresentationandqualifyingstagesandturningitintoaclose.
Example: “I know from our discussion that this product is going to give you the X and Y function you wanted and will give you the
durabilitythatyouwanted. Let’swriteitupthen.Howdoyouwanttopayforthisthen?
Ifyouhavefullyfollowedthesequenceofprovidingbenefitsandproperlyqualifiedthecustomersneeds,thisclosing
techniquewillbeawaytoensureyouhavemetallofthecustomersneeds.