You are a Corporate account representative for the Tampa Bay Buccaneers. I work with organizations to provide hospitality solutions which help businesses build stronger relationships with their employees and customers.  My product/service will be HALL OF FAME CLUB membership for the Tampa Bay Buccaneers.

 

The prospect's anticipated buying motives and needs (WHICH ARE TO INCREASE REVENUES WITH CLIENTS AND NETWORK TO EXPAND CLIENT BASE)  are linked to the specific market offering (features, advantages & benefits) which will address the needs and provide value. The final report should include (a) a FAB Matrix which summarizes the pertinent information and discussion for each Need-F-A-B sequence and (b) a discussion section using sub-headings for each need which clearly identifies the need and then articulates the product/company/sales representative F-A-B information. 

Use the equation:  Restate the need       Feature/Characteristic      Advantage and Benefit       Trial Close

Your discussion should (1) refer to and identify the subject need being addressed and the specific feature relevant to that need; (b) describe how the feature produces the benefit (the Advantage statement); and (c) describe the value that the feature delivers to the buyer (the Benefit) relevant to that specific need.

 

As a rule-of-thumb, you should at least have 5 Features-Advantages-Benefits.

 

Note: 

Prospect's need or buying motive	feature	advantage	benefit

 

Need #1 Sub-heading

Paragraph detailing how the F-A-B matches this particular need.  Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim.

Need #2 Sub-heading

Paragraph detailing how the F-A-B matches this particular need.  Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim. 

Need #3 Sub-heading

Paragraph detailing how the F-A-B matches this particular need.  Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim.

Need #4 Sub-heading

Paragraph detailing how the F-A-B matches this particular need.  Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim.

Need #5 Sub-heading

Paragraph detailing how the F-A-B matches this particular need.  Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim.