FAB Worksheet

Step 1: Identify the product you will be selling for your practice roleplay:

__________________snow goggle or sunglasses___________________________________

Step 2: Identify 4 different needs a prospect may have for your product (example: save time, money, safety). Fill the Prospect Need Column below.

Step 3: Identify 4 features and complete the FAB table below. Ensure you select a FAB that addresses the prospect need you identified.

Step 4: hand in at end of class

Feature	Advantage	Benefit	EQUALS	Prospect Need
1.			EQUALS
2.			EQUALS
3.			EQUALS
4.			EQUALS