"Relevance" Application of FAB in Interview

"Relevance" Application of FAB in Interview

In the process of selling a product or service, there is a very effective selling skill called "Fab-Profit Selling", that is, in the process of selling a product or service to customers, there is a very effective selling skill called "Fab-Profit Selling" from the perspectives of "characteristics", "advantages" and "benefits". That is to say, the salesperson gives a scientific and detailed explanation and demonstration to the customer from the three angles of "characteristics", "advantages" and "benefits" of the product or service, so as to achieve the consumer's recognition and final purchase. FAB skills emphasize that "products can bring benefits to consumers", so many transactions can be successfully concluded in the marketing process. ? FAB skills should be a "weapon" for interviewers in the interview process of different institutions! From the recruiter's point of view, the interview communication process is also a kind of "market behavior", that is, the interviewer can use the interview opportunity to spread the organization's ideas, cultural characteristics, products and services and even the "price" of the position to the candidates; At the same time, the interviewer can judge the "value" from the perspectives of F, A and B according to the examinee's understanding and answers to many questions, so as to make a scientific and rational choice. ?

I'm telling you, there's a piece of cheese here, okay

During the interview process, especially when the applicant comes to the company for the first time, the interviewer can describe the general situation of the company through introduction, from the history of organizational development, today's scale, organization and personnel structure to products and markets. Such a beginning, first, can make candidates relax, make the conversation atmosphere harmonious, and facilitate the exchange of information later; Second, it can make candidates "confident" and judge whether this unit really wants to go. Although mature candidates know the relevant information in advance when submitting resumes, including browsing websites, the information obtained face-to-face will be more real. ?

Let's assume that the candidate has passed other tests and the interviewer thinks that the candidate is "the person who really needs it", then FAB skills can come in handy. ?

For example, in the recruitment planning of an exhibition company, the interviewer "sells" the company position like this:

1) This job is very challenging. It requires you not only to have experience, but also to have keen market observation ability, fresh and original ideas with commercial value, and to some extent, you need talent (often these words make candidates eager to try)! ?

2) As a planner, you have many opportunities to visit and study outside. For example, in order to plan a new Expo, you can use your working hours to visit the exhibition hall, or chat with friends, or even "wander around" in various shopping malls to "collide" your creative sparks. ?

3) Also, the salary of this position is good. In addition to various social insurance and housing accumulation funds provided by the company, there are also commercial medical insurance. At the end of last year, the company participated in the salary survey, and the salary paid by the company to planners was already at the upstream level in Beijing, and double salary was paid at the end of the year. As an exhibition, you should actually get a high salary. Although the technology is not high, the planned things must be novel and have a scale ... Although our company's annual leave is 15 days a year, it can only be arranged after an exhibition. I hope you understand ...?

The interviewer set the question "ambush on three sides"?

FAB skills are also used in the interviewer's questions, and how to set these questions is very important. Mature interviewers will logically "ambush" questions in a series of conversations in order to make candidates show "characteristics", "advantages" and "benefits". ?

The following are three questions asked by a telecom media when interviewing candidates:

Question 1: I have just told you the basic situation of our unit. Now please tell us something about your basic situation, such as your major, or the degree of your concern for the telecommunications industry. ?

……?

By the way, there are many topics about 3G recently. How will it develop in China? ?

Question 2: As a media practitioner in the telecommunications field, what do you think is the key to success? ?

Question 3: Have you seen our products? Do you think your style and specialty are suitable? What can you bring if you are independently responsible for a product? ?

After careful analysis of these three questions, you will find that they are all prepared for FAB: to answer the first question, candidates must focus on "knowledge and business", and the depth of the answer basically determines your "performance". The second question is about "advantages". Observation ability, analytical ability, foresight ability and even contacts in the industry are all factors to be considered. However, the last question gives the candidate a broad exhibition space. Whether this answer is imaginative and convincing may determine the fate of this interview. ?

"Cheese" or "ambush" is just an interview skill that an interviewer should master. In daily work and life, we should study in many fields and disciplines, think and analyze from many angles and levels, and improve the level of personnel management. Continuous innovation makes the recruitment work more and more "related" to the development and growth of the whole organization.

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