with product features and advantages. Do not assume that the customer can readily see the

linkage between the product's features and the benefit of purchasing the product. The Features

(what is it) Advantages (what does it do) Benefits (what's in it for me) or FAB approach to

problem solving is a process that allows the buyer to reach their own conclusion as to how much

the product will satisfy their stated needs. In consultative or relationship selling, the

salesperson's role is not to "sell" the product, but to lead clients along the path to self-

determination (Webster, p. 91).

 Students are not all motivated by the same values, needs, wants, or desires. Prior

knowledge and experience affects how the learner perceives and values new information

(Svinicki). It is important to work from student's strength and interests. Explain how the

content and objectives of the course will help the student achieve their educational, professional,

and personal goals (Lucas).

 Sometimes students resist taking a course. Sell students on the benefits they will receive

from the course. Demonstrate points of transferability. Show that many of the techniques the

student will learn directly relate to the techniques that they will need to build successful careers.

Distinguish between "liking" the material and "benefiting" from the material. This is important

in helping students recognize that not all content can be fun and exciting (Ellis).



 Step Five: Close

 The close is in a sense the moment of truth. An agreement on action (hopefully a sale) is

reached and the climate for further interaction is established. At this point, plan, needs

assessment, and problem solving converge. If needs were properly identified and met, the sale is

made and both parties benefit mutually from the transaction. If not, additional data may be