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IPMERC

ProgramsIPMERCIPMERC 220

Match - FAB on the stated need

Intermediate, 8 units, 50 minutes, NL

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A FAB that lands because it connects to something the client just said out loud.

Intro: een zwaaiende open hand1introProbe: een vergrootglas2probeMatch: twee puzzelstukken die elkaar raken3matchExpand: een cirkel met vier pijlen naar buiten4expandRules of engagement: een weegschaal van vrouwe justitia5rules of engagementClose: een vinkje in een cirkel6close

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.

What's inside this program

2 sections, 8 units, 50 minutes total. Practice exercises and scored assessments per unit, plus reference material.

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