Selling features-advantages-benefits has been around since Noah came off The Ark. There can’t be a B2B sales exec around who has not been exposed to some sort of FAB training. But couching the benefit in a way that truly and uniquely connects to the customer’s emotional reality is a skill that few have mastered. One […]

“Sell the benefits not the features!”…..but are you REALLY making the emotional connection? Selling features-advantages-benefits has been around since Noah came off The Ark. There can’t be a B2B sales exec around who has not been exposed to some sort of FAB training. But couching the benefit in a way that truly and uniquely connects […]

“Sell the benefits not the features!”…..but are you REALLY making the emotional connection? Selling features-advantages-benefits has been around since Noah came off The Ark. Most folk in retail pharmacy seem to at least be aware of this concept. But couching the benefit in a way that truly and uniquely connects to the customer’s emotional reality […]

To diagnose ……….. or ascertain the root cause of the patient’s condition? Tautology?  Most likely, yes.  That said, there seems to be quite a dichotomy in the thinking around the pharmacist’s role in “diagnosing” in the retail pharmacy setting.  Which seems curious given the apparent inexorable trend towards pharmacist prescribing functions and role in minor […]