{"id":3337,"date":"2024-04-22T19:05:36","date_gmt":"2024-04-22T19:05:36","guid":{"rendered":"https:\/\/actionclient.com\/the-cab-method\/"},"modified":"2025-03-20T12:57:00","modified_gmt":"2025-03-20T12:57:00","slug":"the-cab-method","status":"publish","type":"post","link":"https:\/\/actionclient.com\/en\/the-cab-method\/","title":{"rendered":"The CAB method"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">The CAB sales method has the advantage of being simple, suitable for <a href=\"https:\/\/fr.wikipedia.org\/wiki\/Technico_commercial\" target=\"_blank\" rel=\"noreferrer noopener\">technical<\/a> and inexperienced sales people, and taking the customer&#8217;s benefits into account.<\/p>\n\n<h2 class=\"wp-block-heading\">The CAB sales method<\/h2>\n\n<figure class=\"wp-block-image size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"181\" src=\"https:\/\/actionclient.com\/wp-content\/uploads\/2024\/04\/CAB-1024x181.png\" alt=\"\" class=\"wp-image-3238\" style=\"width:733px;height:auto\" srcset=\"https:\/\/actionclient.com\/wp-content\/uploads\/2024\/04\/CAB-1024x181.png 1024w, https:\/\/actionclient.com\/wp-content\/uploads\/2024\/04\/CAB-300x53.png 300w, https:\/\/actionclient.com\/wp-content\/uploads\/2024\/04\/CAB-768x136.png 768w, https:\/\/actionclient.com\/wp-content\/uploads\/2024\/04\/CAB-1536x271.png 1536w, https:\/\/actionclient.com\/wp-content\/uploads\/2024\/04\/CAB-2048x362.png 2048w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n<p class=\"wp-block-paragraph\">The <a href=\"https:\/\/challenge-action.com\/cab-technique-de-vente\/\">CAB method<\/a> is divided into three steps:<\/p>\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.lescoursdevente.fr\/boite\/produit.htm\">Product features <\/a>: construction materials, technical specifications, type of manufacture, service, warranty, after-sales service<\/li>\n\n\n\n<li>Generic product benefits. A link must be made between the feature and the benefit provided by the product.<\/li>\n\n\n\n<li>Specific benefit for the customer. Benefit is distinguished from advantage by the fact that it is linked to the satisfaction of a customer motivation.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Advantages and disadvantages of the CAB method<\/h2>\n\n<p class=\"wp-block-paragraph\">Benefits<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Simple method that does not require in-depth sales training<\/li>\n\n\n\n<li>Perfect for technical sales representatives<\/li>\n\n\n\n<li>The method is more focused on the customer&#8217;s specific motivations than the <a href=\"https:\/\/challenge-action.com\/cap-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">CAP method<\/a>.<\/li>\n\n\n\n<li>Ideal for in-store sales of simple products, trade shows, fairs and door-to-door sales.<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">Disadvantages<\/p>\n\n<ul class=\"wp-block-list\">\n<li>The method is not suitable for complex sales<\/li>\n\n\n\n<li>Not customer-centric enough<\/li>\n\n\n\n<li>Requires the salesperson to know his or her product inside out and to have some knowledge of how to discover customer motivations, for example the <a href=\"https:\/\/actionclient.com\/en\/soncas-and-soncase-sales-methods\/\" target=\"_blank\" rel=\"noreferrer noopener\">SONCAS method<\/a> or the <a href=\"https:\/\/actionclient.com\/en\/sec-sales-method\/\" target=\"_blank\" rel=\"noreferrer noopener\">SEC method<\/a>.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Examples of method application<\/h2>\n\n<p class=\"wp-block-paragraph\">Electric radiator<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Characteristic: radiator with heated stone<\/li>\n\n\n\n<li>Advantage: the radiator stays warm for some time, even when switched off.<\/li>\n\n\n\n<li>Benefits: more stable, pleasant temperature<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">Credit card<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Feature: travel insurance<\/li>\n\n\n\n<li>Advantage: security during your stay abroad<\/li>\n\n\n\n<li>Benefits: if you have a problem, you are repatriated<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">Insurance<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Feature: tenant insurance<\/li>\n\n\n\n<li>Advantage: protected from costs in the event of damage to neighbors<\/li>\n\n\n\n<li>Benefits: if one of your sinks overflows and the water flows to the neighbors downstairs, it could cost $150,000, but you&#8217;re reimbursed and won&#8217;t be in debt for years to come.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Conclusion<\/h2>\n\n<p class=\"wp-block-paragraph\">The CAB method is easy to use, and is suitable for beginner sales technicians and greenhouses after a little training. You can compare it with the CAP method or the more elaborate <a href=\"https:\/\/actionclient.com\/en\/sos-sales-method\/\" target=\"_blank\" rel=\"noreferrer noopener\">SOS method<\/a>.<\/p>\n\n<p class=\"wp-block-paragraph\">Jean-Pierre Mercier<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The CAB sales method has the advantage of being simple, suitable for technical and inexperienced sales people, and taking the customer&#8217;s benefits into account. The CAB sales method The CAB method is divided into three steps: Advantages and disadvantages of the CAB method Benefits Disadvantages Examples of method application Electric radiator Credit card Insurance Conclusion [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2631,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3337","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-non-classifiee"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>CAB sales method<\/title>\n<meta name=\"description\" content=\"The CAB technique is simple and easy to use, and we explain when and how to use it for maximum results.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" 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