Sales Tip: Use the FABC sales tactic

Nov. 24, 2020
This may sound like old-school sales tactics, but feature, advantage, benefit, and closing (FABC) works.

This may sound like old-school sales tactics, but feature, advantage, benefit, and closing (FABC) works. It was efficient back when you were called a Wagon Jobber, and FABC still works today now that we have mobile stores.

I went on a popular automotive warehouse distributor website and looked at a new aluminum manifold gauge set. Under the heading “Features and Benefits,” here’s what I found: 

  • Professional series 
  • 72" charging hoses
  • R134a manual service couplers
  • Valve core tool included
  • R134a can tap and thermometer included

Not a benefit in the group. Consumers aren’t mind readers. Nothing in this feature set is enough to make you pay extra for this product or even begin to tell you why it’s better than the competition. A few advantages and benefits would really make a sales difference.

  • Professional series 
    • Built for heavy duty usage
    • No plastic connectors like the competition
      • Won’t let you down when you need it most
  • 72" charging hoses
    • Reaches deep under the hood
    • Compare to the competitors gauges which have 36” hoses
      • Saves time on moving the unit around

Sponsored Recommendations

Access Carside OEM Repair Data with MOTOR TruSpeed

Now available on all Autel MaxiSYS Ultra Series tools, MOTOR TruSpeed Repair delivers expanded OEM service and repair data within days of being published by

ADAS Case Study: From 10 Calibrations a Month to Over 10 A Day

Originally published by Vehicle Service Pros, March 26, 2024

Autel MaxiTPMS TS900: 3-in-1 TPMS Tablet

Originally published by Tire Review, April 4, 2024

Ask The Expert: The Basics & Benefits of Bringing ADAS Calibrations In-house

Originally published by Vehicle Service Pros, March 26, 2024

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!